更新时间：06-20 （li145533）提供原创文章
摘 要:国际商务谈判的各种交际语境因素会影响谈判结果。交际语境因素包括物理特征、社交特征和心里特征，这三个特征的不同来自于不同文化背景的谈判者在民族心理观念、社会规范及行为方面的差异。正是由于对以上差异的不理解以及缺乏语言顺应性选择造成了大量谈判案例的失败。
鉴于此本文尝试将Verschueren的语境关系顺应论引入到国际商务谈判中的交际语境中来。Verschueren在他的《语用学新解》中从全新的角度理解和诠释语用学，提出语言综观论和顺应论。他认为语言和语境之间的顺应关系是双向的，在语言使用过程中，语言不仅要顺应语境，同时也改变和重塑语境。作者试图借助Verschueren的语境关系顺应论指导商务谈判，提高谈判成功率。
关键词：国际商务谈判；交际语境；语境关系顺应论；策略选择
ABSTRACT:Various contextual factors in international business negotiation affect the negotiation results. Communicative context factors including physical characteristics, social characteristics and psychological characteristics. The three characteristics of different from different cultural background of the negotiators in the national psychology, social norms and behavioral differences. Because don't understand for above differences and the lack of language adaptation selection caused a lot of negotiations case failed.
That is why the author introduces Verschueren’s theory of adaptation and dynamic context perspective and tries to apply it into IBN. Verschueren believes that contexts are generated in language use and keep changing with communication. it is not only a static adaptation, but also a dynamic construction. The author tried to use Verschueren's theory of adaptation guidance business negotiations, improve the success rate of negotiations.
Keywords: IBN; communicative context; Language adaptation; strategic choices