合作原则在国际商务谈判中的运用与违反_英语论文

The Application of Cooperative Principle and its Violation in International Business Negotiation

摘要

随着全球经济一体化、区域贸易自由化的加快，国际范围内的商务谈判越来越常见。因此，国际商务谈判策略与技巧的研究尤其重要。商务谈判成功与否一定程度上依赖语言的运用，而合作原则是一个重要的会话原则。本文以国际商务谈判为研究对象，采用例证研究的方法，通过分析格莱斯的合作原则在其中的运用，指出合作原则的运用有助于国际商务谈判的顺利进行；而另一方面，在某些场合，合作原则的违反同样也是不可避免的。适时违反合作原则也可产生良好效果。通过对这些例子的分析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策略。

关键词：国际商务谈判  合作原则  违反  谈判策略

Abstract

With the development of global economic integration and regional trade liberalization, there are more international business negotiations than before, So the study of the strategies and skills of international business negotiation is of great importance. To some degree, whether the negotiation is successful or not depends on the the language used. The Cooperative Principle is one of the most useful principles. The study object of this paper is international business negotiation. This paper analyzes the application of Grice’s Cooperative Principle through case study and proves the application of Cooperative Principle is beneficial to advance the international business negotiation. In some occasion, the violation of Cooperative Principle is inevitable. Timely violation will bring good results. This paper aims to provide know-how and practical strategies for international business negotiators through analyzing the the application of Cooperative Principle and its violation in the international business negotiation .

Keywords: International Business Negotiation  Cooperative Principle  Violation  Negotiating Strategies

Contents

Introduction 1

ChapterⅠThe Application of Cooperative Principle in International Business Negotiation 3

1.1 The Use of the Maxim of Quality 3

1.2 The Use of the Maxim of Quantity 4

1.3 The Use of the Maxim of Relevance 6

1.4 The Use of the Maxim of Manner 7

ChapterⅡ The Violation of Cooperative Principle in International Business Negotiation 9

2.1 The Violation of the Maxim of Quality 9

2.2 The Violation of the Maxim of Quantity 10

2.3 The Violation of the Maxim of Relevance 12

2.4 The Violation of the Maxim of Manner 14

Chapter Ⅲ Strategies in International Business Negotiation Based on the Application of Cooperative Principle 16

3.1 Being Accurate 16

3.2 Being Frank 17

Chapter Ⅳ Strategies in International Business Negotiation Based on the Violation of Cooperative Principle 18

4.1 Being Humorous 18

4.2 Using Euphemism 19

Conclusion 21

References 22

Acknowledgements 23