商务谈判中的礼貌语言策略_英语论文

On Strategies of Polite Language in Business Negotiation

摘要

商务谈判是通过协商交流以满足各方的要求从而达成交易的过程。语言的运用在很大程度上决定了商务谈判的成功与否。一方面，谈判者竭尽全力达成一致进而交易；另一方面，谈判各方都想要从中获取最大的利益，因而谈判既是合作的，也是冲突的。但毫无疑问的就是，谈判者都需要用语言来影响对方的想法和决定。礼貌语言的正确使用可以达到这一目标。

本文从商务谈判的定义和原则入手；之后探讨了礼貌语言的定义，特点，原则和功能；最终研究了商务谈判中运用礼貌语言的策略--运用模糊语言，低调陈述，委婉语言，恭维语以及幽默语言。在商务谈判中，运用礼貌语言能够增加谈判各方的信任度，增加谈判成功的机会。

关键词：商务谈判;礼貌语言;策略

Abstract

Business negotiation is a process and behavior in order to coordinate business relations, satisfy negotiators’ requirements and conclude the transaction by talking with each other. The use of languages determines the success or failure of the negotiation to a great extent. On one hand, negotiators try their best to reach consensus and then come to terms, on the other hand, all negotiators want to gain the most benefits, so the negotiation is cooperative and conflicting. There is no doubt that negotiators would like to influence opponent’s thoughts and decisions with languages. The appropriate use of polite language can achieve it.

This essay begins with the definition and principles of business negotiation. Then it explores the definition, features, principles and functions of polite language. Finally, it probes five strategies of using polite language in business negotiation: using vague language, euphemistic language, compliment, language with understatement and humorous language. In business negotiation, using polite language can deepen trust   two parties so as to increase the rate of success.

Key words: business negotiation; polite language; strategies

Contents

Acknowledgements i

Abstract & Key words in Englishii

Abstract & Key words in Chinese.iii

Introduction.1

1. A brief introduction of business negotiation

  1.1 The definition of business negotiation .1

  1.2 The principles of business negotiation .2

2. A brief survey of polite language

  2.1The definition of polite language.4

  2.2 The features of polite language in business language.4

 2.3The principles of polite language.5

 2.4Functions of polite language6

3. Strategies of using polite language in business negotiation

  3.1Using vague language7

  3.2 Using language with understatement9

  3.3 Using euphemistic language .12

  3.4 Using compliment.14

  3.5 Using humorous language.17

Conclusion 17

References.18