从礼貌原则看商务英语谈判的语用策略
Pragmatic Strategy in Business English Negotiation from the Perspective of Politeness Principle
摘要
随着经济全球化的发展，商务英语谈判已经成为经济活动的一项重要内容。在谈判中，谈判双方为了使自己的利益最大化，通常会采取一些语用策略来加快谈判进展，提高谈判的成功率。礼貌原则是一项重要的语用谈判技能。充分理解该原则不仅能体现谈判者良好的素质并且能促进谈判的成功，为谈判双方建立友好的关系打下基础。谈判的最终目的不是获得压倒性的胜利而是为以后长期友好的合作打下基础。本文使用了定性研究和举例分析的方法进行了详细阐述：揭示商务英语谈判中会遇到的问题；分析了礼貌原则在实际谈判案例中的应用。本文为谈判人员提供了一定的理论指导，但是，仍然还有很大的空间待提高。总之，谈判是一个复杂灵活的过程，需要不断地实践与提高。
关键词：商务英语谈判；语用策略; 礼貌原则
Abstract
With the rapid development of globalization, business English negotiation has been an indispensable component of exterior part of business activity. In the process of negotiation, both sides want to maximize their own interests, and actively use some pragmatic strategies would speed up the negotiation process and improve the success rate of negotiation. The politeness principle, as a pragmatic strategy is an important business negotiation skills. A sufficient understanding of this principle and its corresponding features help to show the high quality of the business negotiators and make a successful negotiation, which may establish a good business relation. The ultimate goal of business English negotiation is not an overwhelming victory, but rather as a basis for long-term friendly cooperation in the future and results in a win-win situation. Detailed information has been acquired by the writer using qualitative research and examples. The procedure can be described as: revealing the existing problems of business English negotiations; analyzing the function of politeness principle; finally instructing the application of politeness principle in real business negotiation cases. This paper offers business negotiators certain theoretical guidance, inspiring the effective pragmatic strategy to apply, but there are still much space left to explore how to use politeness principle to reach a satisfactory negotiation result. It can be summed up that business negotiation is a flexible process and it needs continuous attempts and improvements.
Key words: business English negotiation; pragmatic strategy; politeness principle