国际商务谈判中的礼貌原则与合作原则研究_英语论文

A Study of Politeness Principle and Cooperative Principle in International Business Negotiations

摘要

国际商务谈判是国际贸易过程当中不可缺少的一个很重要的环节，也是贸易合同签订的必经阶段。关于国际商务谈判的内容，不仅包括技术与商务方面的问题，还包括政策与法律问题，它是一项策略性、政策性、专业性和技术性很强的工作。至于国际商务谈判的结果，则决定着合同条款的具体内容，从而最终确定合同双方当事人的权利和义务，因此买卖双方都很重视商务谈判这一重要的活动。本论文以国际商务谈判中所遵循的礼貌原则和合作原则为研究课题。论文首先定义了国际商务谈判及礼貌原则和合作原则，接着分析了商务谈判的特征和分类情况，然后介绍了礼貌原则和合作原则的起源和在商务谈判中的重要性及其运用准则，再结合实例分析了礼貌原则和合作原则在国际商务谈判中的运用策略，进而指导实际操作，成功在谈判中运用这两个原则，希望促使商务谈判的成功。

关键词：礼貌原则；合作原则；国际商务谈判；交流

Abstract

International business negotiation is an inevitable and vital procedure in the process of international trade, and also a necessary stage of concluding a transaction. The content of international business negotiations includes issues not only on business and negotiation techniques, but also on policy and law. So both sellers and buyers attach much importance to business negotiations. This thesis chooses Politeness Principle and Cooperative Principle in international business negotiations as research subject. First of all, the thesis makes a brief definition on international business negotiation, Politeness Principle and Cooperative Principle. Next, it analyzes the features and classifications of business negotiations. And the origin and application maxims of Politeness Principle and Cooperative Principle are also introduced. Then application strategies of Politeness Principle and Cooperative Principle in international business negotiations are detailedly analyzed, the purpose of which is to guide the negotiators to apply the two principles in the negotiation. It’s hoped that this research will contribute to the success of business negotiations.

Key words: Politeness Principle; Cooperative Principle; international business negotiation; communication

Contents

Acknowledgements     .          i

Abstract & Key words in English   . ii

Abstract & Key words in Chinese .iii

Introduction.1

1. Overview of international business negotiation2

1.1 Definition of international business negotiation2 

1.2 Features of international business negotiation.2

1.3 Categories of international business negotiation.3

2. Overview of Politeness Principle and Cooperative Principle.4

   2.1 Politeness Principle4

      2.1.1 Origin of Politeness Principle.4

      2.1.2 Maxims of Politeness Principle5

   2.2 Cooperative Principle6

      2.2.1 Origin of Cooperative Principle.6

      2.2.2 Maxims of Cooperative Principle6

3. Application of Politeness Principle and Cooperative Principle in international business negotiations7 

   3.1 Application strategies of Politeness Principle.7

      3.1.1 Appropriateness strategy7

      3.1.2 Retreat strategy . 8

      3.1.3 Emotion pouring strategy.9

      3.1.4 Vague language strategy 10

      3.1.5 Humor strategy.11

3.2 Application strategies of Cooperative Principle11

      3.2.1 Being silent.12

      3.2.2 Being Humorous.12

      3.2.3 Using Euphemisms.12

3.2.4 Changing uncertainty into advantage. 13

Conclusion15

References16