摘  要

商务信函是指在日常的商务往来中用以传递信息、处理商务事宜以及联络和沟通关系的信函、电讯文书。现如今，商务信函已经是国际贸易中不可或缺的沟通工具。而在国际贸易中，许多失败的交易往往被归因于交易双方只考虑自己的利益，而忽略对方的想法和利益得失。在国际贸易中，稍有疏忽就可能影响经济利益的顺利实现。因此以“自我中心”主义永远是不受欢迎的。本文根据Leech的语言行为理论，将商务信函按其言外行为与其社会性目的之间的不同关系分为四大类：合作性信函，和谐性信函，竞争性信函以及冲突信函。并分析You-attitude 在这四类商务信函中的具体应用策略，从而体现了换位思考原则在商务信函中的应用。You-Attitude在不同商务信函中有着不同的语言技巧的运用。它视语境的不同而发挥不同的作用，对实现商务交际的总体目标中起着不可替代的作用。

关键词：换位思考；商务信函；You-attitude
 
Abstract

Business letters refer to daily business dealings for transmission of information, processing correspondence business matters as well as liaison and communication relations. And it is also the telecommunication instrument. But now, business letter has already been an integral part of tool in international trade communication. Some successful international trade is often attributed to put pros and cons of considering only their own interests while ignoring each other's ideas and interests. The attitude of the "self-centered" doctrine is always not welcomed in business trade. This thesis will mainly discuss the classification based on Leech’s categorization of illocutionary acts. Then, the specific strategies for the application of you-attitude in Collaborative Letter，Competitive Letter，Convivial Letter and Conflictive Letter will be introduced. The use of you-attitude embodied the application of the empathy principle in business letters. You-Attitude plays a different role in different contexts, and it also plays an irreplaceable role for the overall goal of achieving business communication success.

Key words:  empathy principle; business letter; you-attitude