摘要

随着经济全球化的迅猛发展和国际商业贸易的繁荣，商务谈判急剧增加。成功的商务谈判所需的最重要的素质就是恭维技巧。在谈判中可以运用很多策略来缩短谈判双方之间的距离并创造和谐的气氛。
恭维语作为一种特殊的言语行为，体现了不同的社会和文化价值观。正是由于不同的文化背景，美国谈判人员与中国的谈判人员在给予和接受恭维上有不同的方式。这些差异包括功能，主题以及恭维语回应上的差异。随着中国与美国贸易的不断增多，且由于成功的恭维语在商务谈判中发挥着非常重要的作用，很有必要揭示两个国家谈判人员在恭维语使用上的异同。本文以中美商务谈判的语料为载体，通过对比的方法分析两国商务谈判者在恭维语话题、功能和回应上的异同，从而揭示文化因素对两国恭维语用法的重大影响。我们希望，通过更妥善，更有效，更具意识地使用恭维语，中国谈判者的沟通技巧将得到进一步提高;他们的谈判能力将得到进一步加强;并能从谈判中获得预期的成果。

关键词：恭维语，商务谈判，跨文化交际

ABSTRACT

With the rapid development of economic globalization and the prosperity of international business trade, business negotiations are on the dramatic increase. Among the most important traits needed for successful negotiations are compliment skills. There are many tactics that can be used in the negotiations, shortening distance between counter parties and creating harmonious atmosphere.
Compliment, as a particular speech act, manifests different social and culture values. It is due to the different cultural background that American negotiators and Chinese negotiators have different ways of giving and receiving compliments. These differences range from the function, topic, to the response of the compliments. With the increasing number of trades between China and the US, it is quite necessary to disclose the similarities as well as the differences in the use of compliments by the negotiators from the two countries, since successful compliments play a very important role in business negotiations. Based on Sino-US business negotiations as the carrier of this thesis, the author compares the similarities and differences of the two countries in the topic, function and response of compliments in business negotiations, so as to reveal the impact of cultural factors on language usage of compliment in the two countries. Hopefully, by making compliments more properly, effectively and consciously, Chinese negotiators’ communicating skills will be further improved; their negotiating abilities will be further strengthened and desirable results can be achieved from the negotiation.

Key Words: Compliment, Business Negotiation, Cross-cultural Communication