摘　要

随着经济全球化的发展，各国之间商务谈判进行的越来越频繁。中国作为世界贸易大国之一，与各国间的商务谈判是不可缺少的。商务谈判在国内外经济贸易中发挥着重大作用。而恭维语的使用在商务谈判中却又占着举足轻重的地位。恭维语能够放松对方警惕，拉近双方距离，取得对方好感和认同，营造友好和谐的谈判气氛。美国是世界上最发达的国家，因此与之加强贸易关系非常重要，但由于中美文化的不同，恭维语在这两种语言中的使用和应答方面也存在着较大差别。作者着重对中美商务谈判中一些案例进行研究，主要采用对比的方法并且结合相应的理论来研究与分析其恭维的作用、句式、类型、话题等方面，归纳出恭维及其应答在商务谈判中特点，揭示中美谈判中恭维语的使用及其应答方面的相似性与差异。

关键词：恭维语；商务谈判；文化；应答
 
Abstract

With the development of economic globalization, international business negotiation has been carried out far more frequently. China has become a big trading country in the world and international business trade increased rapidly. International business negotiation is indispensable. Business negotiation is a complicated business process, which plays an essential role both in domestic and international trade. A successful negotiation will bring the company or enterprise more trade opportunities and further development. The use of compliment plays a decisive role in business negotiation, which can relax opponent’s vigilance, reduce the distance between counterparty, obtain the opponent’s favorable impression and trust and create harmonious atmosphere to their negotiation. The United States is the most developed country in the world, so it is very important to strengthen the trading relationship with it. There are differences between Chinese and English mainly in the aspect of cultural background and social structure. The subject of this research is the compliments and responses in business negotiations between Chinese and English. The author strives to analyze the grammatical and lexical way according to the relevant theories and identify the goals which negotiators intend to achieve. Finally, the author compares the cases in Chinese and English, and identifies the similarities as well as the differences in terms of the compliments and responses using Politeness Principle and Cooperative Principle in business negotiations. Politeness Principle and Cooperative Principle have been reflected in all the compliments in the business negotiations.

Key words: compliment; business negotiation; culture; response

1 Introduction

The use of compliments is an important means to establish harmonious interpersonal relationships. And the compliment is a kind of polite verbal behavior that usually occurs in people’s daily verbal communication and business negotiation due to its lubrication functions frequently worked in communication. Some researches show that speaker is usually use compliments to say something nice to make him/her feel good, in the way as much as possible to content the listener’s expectations.