摘  要

随着我国经济不断发展以及对外开放的不断扩大，国际商务谈判在各企业国际竞争中成为必不可少的部分，也是各国之间建立贸易关系的基础。然而在不同国家与民族之间难免充斥着各种差异，需从语用学的角度去研究国际商务谈判，而格莱斯的合作原则是语用学研究的重大成果，它可以对人们在交际中对说话者的言语起规范和指导的作用，因此本文将从格莱斯合作原则的角度去研究国际商务谈判，旨在丰富国际商务谈判的策略研究。本文将对国际商务谈判和合作原则的主要内容进行概述，进而探析其原则在国际商务谈判中的适用性，之后将会举例证明并进行实例分析，指出格莱斯合作原则在国际商务谈判中具有普遍适用性，为国际商务谈判的成功提供策略指导。

关键词：国际商务谈判；合作原则；语用学；适用性

Abstract

With the continuous development of our country’s economy and opening-up, the international business negotiation has become a necessary part in the international competition of enterprises, and it’s the basis of various countries to establish trade relations. However, different nations are inundated with discretionary differences, this paper attempts to analyze the international business negotiation from the pragmatic perspectives, and Grice’s Cooperative Principle is the most influential research achievement of pragmatics, it can be the criterion and the guidance of speakers. Therefore, this paper will analyze the international business negotiation from the Cooperative Principle perspective, and enrich strategies of international business negotiation. This paper will summarize the main content of international business negotiation and Grice’s Cooperative Principle; then discuss the feasibility of the application of Grice’s Cooperative Principle in the international business negotiation; after that it will proceed case analysis and give proof on this research, and point out the feasibility exists; finally it will provides strategy instruction for the success of the international business negotiation.

Key words: international business negotiation; Grice’s Cooperative Principle; pragmatic; feasibility