摘要

商务谈判是一种复杂的经济活动，在商务谈判中话语双方都努力达成一种协议，这个协议详细列出了双方应尽的责任义务。为了使自己的利益最大化又能尽可能地满足对方的需求，谈判代表在谈判过程中通常会灵活的调适言语。
在本文中，作者将收集到的商务谈判案例分为三个阶段：开局，商讨和结局。对谈判中每个阶段的一方的恭维和另一方的回应进行了分类，并且对恭维和回应从词汇语法等方面进行了分析，归类和分析都是根据相关理论进行的。
最后，对中英文案例进行比较，鉴别它们在恭维与回应中的相似与不同之处。研究表明，恭维言语被谈判者用于谈判的各个阶段，而在商讨阶段运用恭维语言的频率最高。恭维和回应成为相辅相成的一对。总的来说, 商务谈判是一个复杂的过程。谈判代表不得不考虑一系列的因素。

关键词：恭维, 商务谈判，阶段

ABSTRACT

Business negotiation is a complicated business activity in which parties attempt to reach an accord that specifies how they will act toward one another. In order to maximize his interests and satisfy the other part, negotiator usually employs the accommodating language.
In this thesis, I divide each business negotiation case into three phases: initiation, problem-solving and resolution phase. In every phase, compliments and responses have been classified and analyzed in the lexical and grammatical way according to the relevant theories.
Finally, I compare the cases in Chinese and English, and identify similarities or differences in terms of the compliments and responses in business negotiations. From the research, it is found that compliment has appeared at every phase of business negotiation, and negotiators prefer to employ the compliments in the problem-solving phase. Compliment and response form an adjacency pair. To put all this together, it is found that the business negotiation is a complicated process. Negotiators have to consider a range of factors.

Key words : Compliment, Business Negotiation, Phase

1   Introduction
1.1 The Rationale for the Study
As an important part of human life, negotiation has been a topic of active research. Researchers are interested to find out what actually goes on in the process of     negotiation, how negotiators act, constraints on their performances, etc. The studies involve many fields such as social psychology, political science, anthropology,  sociology, organizational behavior, economics, and law. Similarly, negotiation in a Chinese context has attracted more and more researchers in China. It is widely known that business negotiation is an indispensable part in international trade. Not surprisingly, many Chinese researchers have engaged in studies of business negotiation with useful findings. Chen(1993), present the basic knowledge of business negotiation, requirements of negotiators, preparations for business negotiation, stages of business negotiations, strategies, skills and practices.