做为经济交往重要组成部分的商务谈判活动，具有博弈活动所具有的特征。
As an important part of economy communication, Commercial bargaining activity have the character the same as game activity.
本文采用归纳分析法，通过对谈判中语料的分析，探讨在商务谈判中的语用策略的本质特征及其应用。
This thesis intends to make a tentative inductive study of strategies as its rationale, and to probe into the essence of pragmatic strategy and its application in international business negotiation.
分析结果表明，在中德跨文化商务谈判中，谈判者的个人特征影响谈判者的策略选择，而谈判者所采取的策略又对谈判结果起着至关重要的作用。
The results show that negotiators' characteristics can affect negotiators' strategy choices, and the use of the negotiators' strategy has the key effects on the negotiation outcome.
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