Contents

Abstract

中文摘要

1 Introduction-1

2 Literature review-2

2.1 Previous research on business negotiations-2

2.2 Research on vague language at home and abroad-3

3 The concept and characteristics of vague language-4

3.1 Definition of vague language-4

3.2 The characteristics of vague language in business negotiations-4

4 The effect of vague language in business negotiations-6

4.1 The positiveness of vague language-6

4.2 The negativeness of vague language-6

5 Pragmatic analysis of vague language in business negotiations-8

5.1 Breach of quantity-8

5.2 Breach of quality-9

5.3 Breach of manner-9

5.4 Breach of relevance-10

6 Strategy of vague language in business negotiations-11

6.1 Vague words-11

6.2 No direct and specific reference-11

6.3 Complain in a negotiated way-11

6.4 Avoid explicit statements-12

7 Conclusion-13

References-15