Abstract: With the development of international trades and commercial activities, international business negotiations become more and more frequent. As international business negotiation is a transnational and intercultural economic activity which turns to be complicated, the key factor to a successful negotiation is whether the negotiators have superb skills and strategies or not. Then pragmatic strategies do play a fairly crucial role in these negotiations. This thesis studies the application of Cooperative Principle to international business negotiations and aims to promote more negotiations ending perfectly. After careful analysis of the cases, three conclusions are reached as follows: (1).The appropriate application of Cooperative Principle can lead to a successful international business negotiation. (2).On the basis of Cooperative Principle, negotiators can use language strategies such as politeness, euphemism and humor to promote the international business negotiations. (3).Apart from language, negotiators should pay close attention to non-verbal elements on the basis of Cooperative Principle. Finally, the author makes an attempt to find implications from the cases and gives reasonable suggestions to the negotiators.
Key words: Cooperative Principle; international business negotiations; language; non-verbal elements

摘要：随着国际贸易与商务活动的发展，国际商务谈判越来频繁。由于国际商务谈判是一种跨国、跨文化的复杂的经济活动，因此谈判人员是否能够运用合理的技巧和策略对谈判成功与否有着至关重要的影响。这时，语用策略在这些谈判中就起到了相当重要的作用。本文主要研究合作原则在国际商务谈判中的应用，旨在推进更多的谈判能够圆满结束。通过对案例的仔细分析，得出了以下三个结论：1.合理地运用合作原则可以促进国际商务谈判的成功。2.在合作原则的基础上，谈判者可以通过礼貌用语、委婉语、幽默等语言策略来推进国际商务谈判。3.除了语言以外，谈判者应在合作原则的基础上密切注意一些非语言因素对国际商务谈判的影响。最后，作者试图从案例分析中找到一些启示，为谈判者提供一些合理的建议。
关键词：合作原则；国际商务谈判；语言；非语言因素

With the development of our society, the whole world is becoming a melting pot. Economy, politics and culture are the three most important factors which have great impacts on the world. “International commercial negotiation is a zero-sum game that pits every gain against a loss. And when successfully completed, losers believe they’ve won and winners give every indication of bearing up under defeat” (Curry, 2009:66). As a crucial part in economic development, international business negotiation which is filled with confrontations and concessions should be treated more seriously. Both parties should be both competitive against each other and cooperative with each other. As far as we can see, cooperation is quite necessary in international business negotiations. Without cooperation, the agreement could not be reached easily. To facilitate cooperation, many pragmatic strategies can be used in international business negotiations and Paul Grice’s Cooperative Principle is one of them. The application of its four maxims (the maxim of quantity, the maxim of quality, the maxim of relation, the maxim of manner) can enhance the understanding and mutual trust between the two parties to achieve the final success of the communication. Not every negotiation can end with success. Success always comes along with great strategies.