摘要

国际商务谈判是一个复杂的过程。国际商务谈判中使用准确的、得体的语言是为了避免因此带来的误解和不便。一个合格的商务谈判人员不仅要熟知谈判原则、相关的法律法规和商务业务，还要掌握谈判技巧和熟练地运用语用策略，即灵活运用语言表达、手段和技巧等来实现预期目标。合作原则是语用策略中的一项极为重要的原则。本文主要探讨合作原则对国际商务谈判的影响.运用调查法和分析法对于合作原则对商务谈判的影响进行分析，其中我们可以得出，在商务谈判中，我们可以根据具体的情况和实际需求决定是否遵守和违反合作原则，以确保实现谈判目标。

关键词：国际商务谈判过程；合作原则；谈判的策略

Contents

Abstract I

摘要 II

Introduction 1

1. Literature review 2

1.1 Definition of intercultural business negotiation 2

1.1.1 Introduction of business negotiation 3

1.1.2 Targets of business negotiation 3

1.2 What Cooperative Principle is 4

1.2.1 Introduction of Cooperative Principle 4

1.2.2 Conversation Implicature 4

1.2.3 Violation of the Maxims 6

1.3 What is the influence of different culture in the business negotiation 6

1.3.1 Aspects of different culture 7

1.3.2 Influence in the Business Negotiation 8

2. Research Methods 9

2.1 Survey methods 9

2.2 Observational methods 9

3 The application of cooperative principle in the business negotiation 10

3.1 The application of cooperative principle in the business negotiation 10

3.1.1 The maxims of quantity 10

3.1.2 The maxims of quality 11

3.1.3 The maxims of relevance 11

3.1.4 The maxims of manner 12

3.2 The conversational implicature and the violation of the cooperative principle 12

3.2.1 The violation of the maxims of quantity 13

3.2.2 The violation of the maxims of quality 14

3.2.3 The violation of the maxims of relevance 15

3.2.4 The violation of the maxims of manner 15

4. Results and discussion 16

4.1 The competence of intercultural business negotiation 16

4.2 How to deal with culture difference and the application of cooperative principle 17

4.3 Summary to research 19

Conclusion 20

References 22