礼貌策略在国际商务谈判中的运用文学学士.docVIP

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~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。本文试分析商务谈判的 语言特征，并从商务谈判的例了中分析礼貌策略的合理运用及恰当表达方式，从而得出礼 貌语言策略能够增加谈判者之问的信任度，提供谈判中的自觉性，增加谈判成功的机会。 词：国际商务谈判；礼貌策略；语用策略 Contents TOC \o 1-5 \h \z Abstract i 觀 ii HYPERLINK \l bookmark2 \o Current Document \h 1 Introduction and Literature Review 1 HYPERLINK \l bookmark3 \o Current Document \h Introduction 1 HYPERLINK \l bookmark4 \o Current Document \h Literature review 1 HYPERLINK \l bookmark5 \o Current Document \h Language Features of Business Negotiation and the Definition of Politeness 3 HYPERLINK \l bookmark6 \o Current Document \h Language features of business negotiation 3 Idiomatic and professional terms 3 Abundant uses of polite languages 3 Vague languages 4 HYPERLINK \l bookmark7 \o Current Document \h The definition of politeness 4 HYPERLINK \l bookmark8 \o Current Document \h Politeness Principle as a Strategy in International Business Negotiation 6 HYPERLINK \l bookmark9 \o Current Document \h Politeness principle (PP) and relevant theories 6 Leech’s politeness principle 6 Six maxims of politeness principle 6 HYPERLINK \l bookmark10 \o Current Document \h Politeness strategies 7 Positive politeness strategy 7 Negative politeness strategy 7 HYPERLINK \l bookmark11 \o Current Document \h The functions of politeness strategy in international business negotiation 8 The benefit of face maintenance 8 The benefit of cooperative relations 8 The benefit of establishment of harmonious negotiation atmosphere 8 The benefit of strategy adaptations 9 The benefit of one’s own interests maintenance 9 HYPERLINK \l bookmark12 \o Current Document \h Application of Politeness Strategy in International Business Negotiation 10 HYPERLINK \l bookmark13 \o Current Document \h 4. 1 Application of tact maxim 10 HYPERLINK \l bookmark14 \o Current Document \h Application of generosity maxim 12 HYPERLINK \l bookmark15 \o Current