商务谈判中的语用原则分析_英语论文

An Analysis of Pragmatic Principles in Business Negotiation

摘要

随着经济全球化趋势的加强，商务谈判已成为经济活动中的焦点，是经济活动中必不可少的一项环节。商务谈判不仅仅是一门科学和艺术，也是经济活动中的一项极其重要的技能。它是解决冲突和合作问题的有效方式，是协调双方利益，实现双赢的重要手段。在商务谈判中，谈判人员良好的业务素质、娴熟的谈判技巧和出色的语言运用能力是取得谈判成功的关键。然而，商务谈判的成功离不开语用学原则的应用，尤其是美国哲学家格莱斯（H. P. Grice）提出的合作原则和利奇（G . N. Leech)等人提出的礼貌原则。通过研究分析合作原则和礼貌原则在商务谈判中的作用和应用，发现合作原则和礼貌原则在商务谈判中的重要性，有利于更好地运用这两项语用原则，提高商务谈判技巧的掌握程度，最终达到成功谈判的效果。本论文从商务谈判的定义，特点，阶段和作用以及商务谈判在经济活动中作用开始。其次，介绍两个重要的语用原则，即合作原则和礼貌原则及其各自的准则。同时，简要概述了合作原则和礼貌原则之间的关系。然后，论文分析这两个语用原则在商务谈判中的应用。最后，简要总结合作原则和礼貌原则在商务谈判中的作用和意义。

关键词：商务谈判；合作原则；礼貌原则

Abstract

With the development of economic-globalization tendency, business negotiation has become an essential link of economic activities. Business negotiation is not only a science, an art, but also an extremely important skill in economic activities. Besides, It is an effective way to resolve conflicts to cooperate and to coordinate the interests of both parties to achieve a win-win situation. To achieve successful business negotiations, apart from good business qualities, proficient negotiation skills and excellent language abilities, pragmatic principles should also be considered, especially the cooperative principle proposed by American philosopher H. P. Grice and the politeness principle proposed by G. N. Leech. It is good for negotiators to better apply the two pragmatic principles to business negotiation by studying the role, application and importance of them in business negotiation. This paper begins with the definition, characteristics, stages, functions of business negotiation and the role of business negotiation in economic activities. Then it sets forth the cooperative principle and the politeness principle and their respective maxims. At the same time, it briefly outlines the relationship between the cooperative principle and the politeness principle. Then, the paper analyzes the application of the cooperative principle and the politeness principle in business negotiation. Finally, it briefly summarizes the role and significance of these two principles in business negotiation.

Key words: business negotiation; the cooperative principle; the politeness principle

Contents

Acknowledgements.i

Abstract & Key words in Englishii

Abstract & Key words in Chineseiii

Introduction1

1. The Significance of Business Negotiation.1

2. Pragmatic Principles.3 

  2.1 The Cooperative Principle (CP).3 

  2.2 The Politeness Principle (PP).6

  2.3 The Relations between the CP and the PP.7

3. Case Studies of the CP and the PP in Business Negotiation8

  3.1 The Cooperative Principle in Business Negotiation.8

     3.1.1 Observance of the Maxims8

     3.1.2 Violation of the Maxims.10 

  3.2 The Politeness Principle in Business Negotiation13

  3.3 The Significance of the CP and the PP in Business Negotiation.15

Conclusion16

References17