谈判是语言使用者遵从语用原则,选用适当的语言技巧表达特定的言语行为以实现谈判目的的过程。谈判是一个使用言语行为和非言语行为进行信息传递和交换以求达成一致的过程(本文不讨论非言语行为),谈判中的发话人说一句话或若干句话的目的不仅仅是为了“言有所述”,而是为了“言有所为”(即以言行事),甚至为了“以言成事”(即收言后之果),因此,谈判是言语行为的组合。这些言语行为可以是“以言行事”的“陈述”、“断言”、“允诺”、“威胁”、“询问”、“提供”,也可以是“以言成事”的“说服”、“鼓舞”、“恫吓”、“欺骗”等英语口译。

Negotiation is the course where the language users comply with the utilization principle of language, select suitable language skills and express specific language behaviors to achieve the negotiation purpose and it is also the course where both the language behaviors and non-language behaviors are used to transfer and exchange information and realize the consistence (the non-language behaviors aren’t discussed in this paper). The purpose of one or some words of the negotiation addresser is not only “for certain description” but also “for some action” (namely, it is aimed at taking some actions) and is even “for certain achievement” (that is to say, the result after the speaking). Therefore, the negotiation is the combination of language behaviors, which may be “ statement”, “affirmation”, “ promise”, “threat”, “ enquiry” and “supply” for taking certain actions but also be “ persuasion”, “ encouragement”, “intimidation” and “cheap” for certain achievement.