中英外贸谈判中的礼貌原则_英语论文

Politeness Principle in Trade Negotiation between China and UK

摘要

随着社会，政治，经济的发展，不同国家间的交往也越来越频繁。各国人民的交际实际上是不同文化间的交际。要想实现成功的跨文化交际的效果，礼貌是我们首先要考虑的问题。

此论文的意义在于随着世界经济贸易的快速发展，在国际贸易会谈中用英语作为工作语言变得越来越频繁。在谈判的过程中，礼貌原则的应用直接影响到谈判结果。因此，根据不同的外贸谈判环境，我们应在正确的在外贸英语谈判中应用礼貌原则。我们可以在润滑剂策略下灵活的应用礼貌原则来避免冲突和等待时机。我们也可以在会谈中运用催化剂策略来打破限制并且加速谈判过程。

在外贸商务谈判过程中，谈判者除了应具备相关外贸业务，法律知识外，还必须熟练掌握商务英语的运用策略，因为他们的运用程度直接谈判的结果和成效。本文从语用学角度出发，全面分析了商务英语谈判中的礼貌原则在对外贸易谈判中的重要性，讨论了商务英语谈判中礼貌原则和相关语用策略。

关键词：外贸；商务谈判；礼貌原则；跨文化交际

Abstract

Nowadays, the development of the social, political and economic communications between different countries become more and more frequently. Actually the communication between people from different countries is the communication between people from different cultural politeness. The politeness is the first problem we must consider to reach a successful communication.

The meaning of this thesis is with the rapid development of world economy and trade, it is becoming more and more frequently that use English as working language of the international trade negotiations. In the process of negotiation, the application of politeness principle affects the result of negotiation directly. Therefore, according to different situation of foreign trade business negotiations, we should use the politeness principle of business English negotiations correctly. We can use politeness principle under the "lubricant" strategy flexibly to avoid conflict and waiting time in the negotiation. We can adopt the "catalyst" strategy to break the limitation and accelerate process of the negotiation.

During the foreign trade business negotiations, negotiators should not only have the relevant knowledge of foreign trade business and laws but also know well in the application of business English. The application of business English affects the result of negotiation directly. This thesis begins with pragmatics，and analyses the importance of politeness principle in foreign trade negotiation comprehensively and discusses the politeness principle and strategies of language usage.

Keywords: foreign trade; business negotiation；politeness principle；cross-cultural communication

Contents

1. Introduction 1

2. The application of politeness principles 1

3. The importance of politeness principle in foreign trade negotiations 5

4. The "lubricant" strategy of politeness principle 6

4.1 Avoidance strategy 6

4.2 Bypass Strategy 7

4.3 Thinking from another way Strategy 7

4.4 Incentive strategy 8

5. The catalyst strategy of politeness principle 8

5.1 Vague language strategy 8

5.2 Positive language strategy 9

5.3 “Yes but”strategy 9

5.4 Exploratory questioning strategy 10

6. Conclusion 11

Works Cited 12