从礼貌原则看国际商务谈判中的拒绝策略_英语论文

The Refusal Strategies of International Business Negotiations under Politeness Principle

摘要

近年来，随着经济全球化，国际间的商务活动往来更加频繁，商务交际进入了一个全新的发展阶段，对从事商务谈判的人来说，在谈判中合理的拒绝对方也成了一门学问。近年来对礼貌原则运用在国际商务谈判中的研究数量较多，但在相关拒绝策略方面研究相对较少。本文从Leech的礼貌原则出发，从四个在商务谈判中常见的准则：得体准则，赞誉准则，同情准则，一致准则入手，对礼貌原则的内容和要求加以分析，并结合具体的商务谈判的例子，对相关准则下的拒绝策略进行分析总结，为需要在国际商务谈判中交易成功的人士提供一些实用的知识和技巧。

关键词：礼貌原则  国际商务谈判  拒接策略

Abstract

In recent years, with the economic globalization, international business communication becomes more and more frequent. Business communication has entered a new stage of development and internationalization. For those people engaged in business negotiations, the reasonable rejection requires related knowledge and skills. In recent years, there are many researches on the application of politeness principle in international business negotiations. But the researches of the refusal strategies in this condition are still scarce. This thesis is based on Leech's politeness principle and focuses on the four maxims which are most widely used in the present business negotiations, tact maxim, approbation maxim, sympathy maxim and agreeable maxim. This paper introduces the content and requirement of politeness principle, analyzes specific examples of business negotiations, and sums up refusal strategies under each maxim so as to provide practical knowledge and skills to those who need to succeed in international business negotiations.

Key Words: Politeness Principle  International Business Negotiation  Refusal strategy

Contents

Introduction 1

Chapter I The Refusal Strategies under the Tact Maxim 3

   1.1 The Content and Requirement of Tact Maxim 3

   1.2 The Observance of Tact Maxim 4

   1.3 The Violation of Tact Maxim 7

Chapter II The Refusal Strategies under the Approbation Maxim 9

   2.1 The Content and Requirement of Approbation Maxim 9

   2.2 The Observance of Approbation Maxim 10

   2.3 The Violation of Approbation Maxim 11

Chapter III The Refusal Strategies under the Sympathy Maxim 14

   3.1 The Content and Requirement of Sympathy Maxim 14

   3.2 The Observance of Sympathy Maxim 15

   3.3 The Violation of Sympathy Maxim 16

Chapter IV The Refusal Strategies under the Agreement Maxim 18

4.1 The Content and Requirement of Agreement Maxim 18

4.2 The Observance of Agreement Maxim 18

4.3 The Violation of Agreement Maxim 19

Conclusion 21

References 22

Acknowledgments 23