基于礼貌原则的国际商务谈判研究_英语论文

A Politeness Principle-based Study of International Business Negotiations

摘要

随着经济的迅速发展，中外贸易的交往越来越密切。国际商务谈判作为商业交流的手段之一， 在建立和维持商业联系、合作买卖与保持良好关系方面发挥着重要的作用。礼貌是人类文明的标志，它在商务谈判中更是扮演着极其重要的角色。不当的商业沟通有时会造成客户流失，给公司带来经济损失。如何在商务谈判中避免因为礼貌问题造成的不必要损失已然成为当下商务谈判一个重要的研究点。本文从礼貌原则出发，研究了礼貌原则的发展，并举例论证了礼貌原则中六个准则“得体准则”、“慷慨准则”、“赞誉准则”、“谦逊准则”、“一致准则”、“同情准则”在实际商务谈判中的重要性。礼貌原则为成功的商务谈判奠定了坚实的基础，并且对世界经济的迅猛发展具有重要意义。

关键词：礼貌原则；国际商务谈判；礼貌准则

Abstract

With the rapid development of the economy, there are more and more international trades. International business negotiation plays an important role in building and developing business relationships, cooperating with business partners, dealing with transactions and maintaining good relationship in these international trades. Politeness is the symbol of human civilization, and it plays a very important role in international business negotiations. Improper communication sometimes may get the company lose its customers, which in turn will bring economic losses. So how to avoid the unnecessary losses caused by improper politeness language has become a hot point in international business negotiations. This thesis studies the development of Politeness Principle, and analyses the application of the “Tact Maxim”, “Generosity Maxim”, “Approbation Maxim”, “Modesty Maxim”, “Agreement Maxim” and “Sympathy Maxim” in international business negotiations. Politeness Principle lays a solid foundation in successful business negotiations and bears great significance in the development of the fast-growing economy in the world.

Key words: Politeness Principle, international business negotiations, Politeness Maxims

Contents

1 Introduction 1

2 Literature Review 2

2.1 Brief Introduction of International Business Negotiations 2

2.2 Previous Study of Politeness Principle 3

3 The Application of Politeness Principle in International Business Negotiations 5

3.1 The Application of Tact Maxim and Generosity Maxim 5

3.2 The Application of Approbation Maxim and Modesty Maxim 7

3.3 The Application of Agreement Maxim 9

3.4 The Application of Sympathy Maxim 11

4 Conclusion 12

References