礼貌原则在商务谈判中的应用商务英语毕业论文文档格式.docx

礼貌原则在商务谈判中的应用商务英语毕业论文文档格式.docx

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career.Intheprocessofdoingthis,studentsencountercountlessdifficultiesandobstacles,whichtheyhavepassedwiththehelpoftheirclassmatesandteachers.Whensearchingforinformationintheschoollibrary,theteachersofthelibraryhaveprovidedmewithsupportandhelpinmanyaspects.Inparticular,Istronglythankmythesisinstructor,Mrs.ZhengLi.Withouthertirelesshelptomeandselflessmodificationandimprovementofmythesis,therewouldbenofinalcompletionofmythesis.Here,Iwanttoknowandhelpmyteachersexpresstheirheartfeltthanks!

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researchresults,Iwouldnotbeabletocompletethefinalwritingofthispaper.Atthispoint,Ialsowanttothankmyfriendsandclassmates,whohavegivenmealotofusefulmaterialsintheprocessofwritingpapers,intheprocessoftypesettingandwritingpaperstoprovideenthusiastichelp!

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TheApplicationofPolitenessPrincipleinBusinessNegotiation

Abstract

WiththegrowingstrengthofChina'

seconomy,moreandmorecountriesandregionsstruggletoentertheChinesemarketfirst,andthenumberofinternationalbusinesscooperationhasincreasedsubstantially.Asanimportantpartofbusinesscooperation,businessnegotiationdecideswhetherbusinesscooperationcanbeachieved,anditsimportanceisself-evident.However,therearemanyreasons,suchasregionaldifferences,culturaldifferences,languagebarriers,differentwaysofcommunication,oftencauseunnecessarymisunderstandingsandevenaffecttheresultofbusinesscooperation.Therefore,politelanguage,impliciteuphemismandcourtesyisthepremisetosuccesstonegotiationsinordertoreachagreementsbeneficialtobothsides.Inforeigntradenegotiations,businessmenshouldholdtheirownviewsandrespecteachother.Politenessprinciplebelongstothecategoryofpragmatics.Itsmaincontentsareappropriatenessandgenerosity,praiseandhumility,consistencyandsympathy.Themaincharacteristicsofbusinessnegotiationare:

forthepurposeofobtainingeconomicbenefits,valuingnegotiationasthecore,payingattentiontothestrictnessandaccuracyofcontractterms.Inbusinessnegotiation,negotiatorstrytheirbesttomaximizeeachother'

sinterestsandpraiseeachotherinlanguageexpressionbyreducingtheexpressionofideasthataredetrimentaltoothers,Minimizingself-interest,increasingmutualagreementasmuchaspossible,reducingtheresentmentofbothsidesandmaximizingtheirsympathy.Itishopedthatthisstudy,canmakepeoplebetterunderstandthecharacteristicsofinternationalbusinessnegotiationsandthecontentofpolitenessprinciplebetter,soastoreducemisunderstandingsandobstaclesininternationalbusinessnegotiationsandpromotetheachievementofinternationalbusinessnegotiations.

Keywords:

PolitenessPrinciple,BusinessNegotiation,Application

摘要

随着中国的经济日益强大，越来越多的国家和地区斗争先进入中国市场，国际商务合作数量大幅增加。

商务谈判作为商务合作中的重要组成部分，决定着商务合作能否达成，其重要性自然不言而喻。

然而地域差异、文化差异、语言不通、交流方式不同等诸多原因，往往会造成不必要的误会甚至影响商务合作的成功。

在对外贸易谈判中，商人不仅要坚持自己的意见，而且要互相尊重。

礼貌原则属于语用学的范畴，主要内容有：

得体和慷慨，赞美和谦逊，一致和同情。

商务谈判的主要特点是：

以获得经济利益为目的，以价值谈判为核心，注重合同条款的严密性与准确性。

在商务谈判中，谈判者在语言表达中尽可能以对方利益最大化，赞誉对方。

减少表达有损于他人的观点。

尽量减少表达利己的观点。

尽量增加双方的一致。

减少双方的反感，尽量增加双方的同情。

通过本研究，更加了解国际商务谈判的特点。

关键词：

礼貌原则，商务谈判，应用

Contents

Acknowledgements…………………………………………………………………………..I

AbstractinEnglish…………………...………………………………………………………II

AbstractinChinese……………………………………………...…………………………..III

TheApplicationofPolitenessPrincipleinBusinessNegotiation

1Introduction

Nowadayseconomiccooperationandbusinessexchangesbetweencountriesareveryoften,inordertopromotethesuccessofthenegotiations.Inadditiontoenablepartyaandpartyboftheagreementtoobtainmoresatisfiedrightsinthenegotiation,weshouldalsonoticethecooperationneedsbetweenpartyaandpartybinthenegotiation.In1975,theAmericanlinguistGriceproposedacriterionofCooperativePrinciplespeechcommunication,weoftensaythattheprincipleofcooperation.Hebelievesthatinorderthetellerandlistenershouldfollowsomeparticularlymethodstoenablepartyaandpartybtocommunicatewitheachothersothattheycanunderstandeachotherandmeettheinterestsofpartyaandpartybatthesametimetogetherinanylanguagecommunicationactivities.Thecooperativeprincipleexplainedsuccessfullyproducedindailylife,communicationbetweenpeoplewillalsousesomelanguageskills.However,inthecaseofdailyinterpersonalcommunication,somepeoplewouldignoretheseprinciplesinordertomeettheirownneeds,sotheresearchersproposedotheropinionsonthesecases.Inthe1970s,80sLeech（1983）fromtheAngleofsocialpsychology,putsforwardthepolitenessprinciple.Asabigcountryofetiquette,thesinceancienttimes,Chinahasitsownwayofusingpolitelanguageterms.Guyueguo'

sarticle"

politeness,efficiencyandculture"

in1992summeduptheprincipleofpolitenesswithChinesecharacteristics.

Businessdiscourse,asthemainlanguageofnegotiationbetweentradeparties,containsnotonlyabundantcommonbusinessterms,butalsoaseriesofprinciplesandStrategiesofbusinesslanguageexpression.Forbusinessnegotiationwithcomplexinterests,ontheonehand,bothsidesneedtoputasidedisputesandusepositivepragmaticexpressionstrategiestomeetthenegotiationandcooperationneedsoftheotherside.Ontheotherhand,weshouldadoptflexiblelanguageskills,rejectunreasonablebusinessrequirements,andfullysafeguardourowninterestsininternationalbusiness.Ininternationalbusinessnegotiations,politenessprinciplecanuseeuphemisticlanguageexpressionstrategytoeffectivelyensurethesmoothdevelopmentofbusinessnegotiationsbetweenthetwosides.

Inbusinessnegotiation,weshouldbepoliteandrespectful.Inthemeantime,thesecasesclearlyshowthatnotallproblemscanbesolvedwithpolitelanguage,andtheusingtherightrhetoricdoesn'

talwaysleadtothedesiredstate.However,inacertainsituation,eventhecorrectwayofexpressionwillappearevenmoreembarrassing.Whileusingproperexpressionduringnegotiations,weshouldusetheappropriatenessoflanguagereasonably.Prideandarrogance,rudenessandunreasonablenessareundesirable.Ifinsomespecialoccasionsalwaysusethecorrectwayofexpressionorusetomakeartificialmovementswillappearmorehypocriticalandembarrassed.

What'

smore,weneedtorealizethatculturesarealsodifferentindifferentethnicornationalbackgrounds.WhenaUScompanyvisitedChina,forexample,itcomplainedthatChineserepresentativeshadaskedthreetimesabouttheirwillingnesstoamendtheproposal.Asamatteroffact,theydonotknowthecorrectwayofexpressioninthecontextofChineselanguage,everythingwantstobedouble-checkedbeforeitcanbereceivedbybothparties.Itisinordertoexpressrespectforthem.AmericanandChineseexpressionsaredifferent.InAmericatheyexpresstherightlanguageinadirectway,goodisgoodandbadisbad.Theythinkitispolite,butitiseasyforustofeelstrangeandembarrassed.

Hence,ifwegraspthepolitenessprinciple,layemphasisoncorrectexpressioninformalcommunication.Studydifferentethnicgroups,differentcountriesanddifferentculturalbackgrounds.Sothatinbusinessnegotiations,theuseoftheseskillscanbeoursimpletoavoidunnecessarytroubleandconfusion.

2PolitenessPrinciple

2.1ThePrincipleofPoliteness

Differentlinguistsandscholarshavedefinedpoliteness.Holmes（1992）pointedoutthat"

politenessatthelinguisticlevelisachoiceoflinguisticform,whichisusedtoappropriatelyexpressthesocialdistanceandsocialstatusbetweenpeopleinordertosatisfyaperson'

spositiveandnegativeface."

Atthesametime,Chinaalsohassomelinguistswhostudypoliteness.HeZhaoxiong（1995）definedpolitenessisacommonsocialoccurrence,amethodtosolvetheharmoniousinterpersonalsimilarityandasocialcommunicationstandard,sopolitenessisextraordinaryandnormative.Politenessisessentiallyaphenomenonandacriterion.

Inthelate1970s,thewesternlinguistsbegantostudytheapplicationofpolitenessprinciples.Firstofall,LakoffbelievesthatGrice'

stheorycanbeunderstoodasaseriesofconciseandclearprinciples.Thenhefoundthatthepolitenessprincipledidnotalwaysexpressthemeaningclearly.Heputforwardhisownpointofview:

"

Politenessisoftenthoughttobemoreimportantthanclarityinconversationtoavoidverbaloffence.Thatistosay,eveninformalconversation,theexchangeofviewsshouldalsopayattentiontothemaintenanceandstrengtheningoftherelationshipbetweenpeople.Lakoffputsforwardtwoprinciplesofpragmaticcompetenceinhisarticle:

clarityexpressionandcourtesy.ThepolitenessprincipleistoexplaintheattitudeofpartyAtowardspartyB,sothepolitenessprinciplemustbeagreedbybothparties.Leech（1983）referredtoitas"

oneself"

and"

himself"

.Inconversation,"

generallyco