礼貌策略在国际商务谈判中的运用 毕业论文.doc

中文摘要 商务谈判是利益双方为了共同利益达成协议的一种过程本质上是一种言语交际活动。从某种程度上说，和谐、友好、合作的谈判环境能够使的谈判有效地进行，而有效的谈判则能够从语言使用艺术上获得。因此，谈判双方应选择恰当的语言技巧和策略。其中，礼貌策略在商务谈判中应用极为广泛，也是一种行之有效的办法。礼貌语言策略能够增加谈判者之间的信任度，提供谈判中的自觉性，增加谈判成功的机会。关键词: 商务谈判；礼貌策略；语用策略 Contents Abstract i 摘要 ii 1. Introduction and Literature Review 1 1.1 Introduction 1 1.2 Literature review 1 2. Language Features of Business Negotiation and the Definition of Politeness 3 2.1 Language features of business negotiation 3 2.1.1 Idiomatic and professional terms 3 2.1.2 Abundant uses of polite languages 3 2.1.3 Vague languages 4 2.2 The definition of politeness 4 3. Politeness Principle as a Strategy in International Business Negotiation 6 3.1 Politeness principle (PP) and relevant theories 6 3.1.1 Leech’s politeness principle 6 3.1.2 Six maxims of politeness principle 6 3.2 Politeness strategies 7 3.2.1 Positive politeness strategy 7 3.2.2 Negative politeness strategy 7 3.3 The functions of politeness strategy in international business negotiation 8 3.3.1 The benefit of face maintenance 8 3.3.2 The benefit of cooperative relations 8 3.3.3 The benefit of establishment of harmonious negotiation atmosphere 8 3.3.4 The benefit of strategy adaptations 9 3.3.5 The benefit of one’s own interests maintenance 9 4. Application of Politeness Strategy in International Business Negotiation 10 4. 1 Application of tact maxim 10 4.2 Application of generosity maxim 12 4.3 Application of humorous expressions 13 4.4 Application of euphemistic expressions 14 4.5 Application of persuasive expressions 15 5. Conclusion 17 Note 18 Bibliography 19 Acknowledgements 20  Introduction and Literature Review Introduction With the development of globalization, trades with other countries become more and more frequent than ever before. A win-win situation is the most desired one that both parties with common and conflicting interests pursue. In business, it is mostly through negotiations that both parties bridge the difference and reach a fair and mutually satisfac