摘要

    随着全球化和中国改革开放进程不断加快，中国对外交流与合作越来越离不开商务谈判这一重要角色。而各个国家在政治、文化、意识形态上的差异必然潜在地影响着该国商务谈判的规范问题，因此在商务谈判中，谈判员作为信息传递者、促进者，需要充分了解谈判所涉及的方方面面，比如谈判的互动性、谈判的文化顺应、纠纷处理甚至一些精确的细节都不能忽略。只有铭记谈判原则，自如地运用各种策略，谈判才能达到理想的效果。语用学领域两大重要的研究成果分别是Grice的合作原则和Leech的礼貌原则，这两个原则一直规范和指导着人们的言语表现。人际交往需遵守的首要原则便是合作原则，而礼貌原则又能在弥补合作原则不足之处的基础上更好地营造谈话的氛围。因此，在国际商务谈判中，谈判员不仅要遵循合作原则，更要充分运用礼貌原则来维护双方的友好关系，这样才能避免误会、提高谈判成功的几率。本文旨在通过案例分析、文献搜索和网上查阅资料的方式深入研究合作原则和礼貌原则，包括它们的含义、附属原则、在国际商务谈判中的运用及其对国际商务谈判的影响。

关键词  合作原则， 礼貌原则， 国际商务谈判， 应用

Abstract

As the pace of globalization and China's reform and opening up is hastened, international business negotiation(IBN) gradually plays a vital role in cooperating and exchanging ideas between countries. Due to the differences among countries of such aspects as politics, culture and ideology, the criteria in business negotiation are bound to vary from one another. Thus, negotiators as facilitators and messengers, need to get hold of the interactivity, cultural adaptation, dispute resolution and precise details, which could be involved in a negotiation. Only by keeping principles in mind and by applicating all kinds of strategies freely, could a negotiator achieve the desired result. Grice’s Cooperative Principle (CP) and Leech’s Politeness Principle (PP) are two important fruits made in pragmatic field. They formulate and guide a speaker’s utterance in interpersonal communication. Cooperative Principle is a basic principle that people ought to abide by when communicating with others; and Politeness Principle, as supplement to Cooperative Principle, promotes a higher level of conversation and establishes a much friendlier atmosphere. During the international business negotiation, negotiators should not only abide by the Cooperative Principle but also take full advantage of the Politeness Principle to maintain a reciprocal relationship between each other, which could finally help avoid misunderstanding and increase the rate of success. Cooperative Principle and Politeness Principle will be analyzed mainly in this paper, comprising their implications, maxims, applications to international business negotiation and the influences they’ve made on international business negotiation. The paper will build itself on the methodology based on examples, document sourcing and information searched from the internet.

Keywords  Cooperative Principle, Politeness Principle, international business negotiation,  application