摘要

   本文基于Geoffrey N.LEECH在语言学研究过程中提出的适用言语交际的礼貌原则，主要研究礼貌原则在商务谈判中的具体应用，包括恰当使用以及使用不当两种情况。文章内容主要从三个方面展开：首先阐述商务谈判中用语的特点和礼貌原则六个准则的定义；其次分别举例分析礼貌原则的六个准则在商务谈判中恰当使用的情况，以及因说话者双方话语距离不当和过度赞美引起的语用失误现象；最后针对前文使用不当出现的问题，提出相关的解决策略，包括运用恰当的赞美、委婉语和模糊语以及疑问句等方法来更恰当地使用礼貌原则。通过研究，希望可以使礼貌原则更好地为商务谈判服务，使得商务谈判可以更好更顺利地进行。

关键词：礼貌原则；商务谈判；恰当使用；得体；不当使用；语用失误

Abstract
    This paper is based on Geoffrey N.LEECH 's politeness principle which he put forward in linguistic research. The paper focuses on the use of Geoffrey N.LEECH 's politeness principle in business negotiation, including two circumstances: proper use and improper use. The paper is mainly divided into 3 parts to demonstrate the detailed use of six maxims of politeness principle: (1) First, the characteristics of terminology in business negotiation and the six maxims' definitions are elaborated; (2) and then the author lists some examples of the six maxims’ use in business negotiation: both proper use and improper use; (3) Finally, some solutions are given to use politeness principle suitably, such as the use of proper praise, euphemism and fuzzy expression, interrogative sentences and so on. It is hoped that the present study can make business negotiation become smooth and successful.

Key words: politeness principle; business negotiation; proper use; tact; improper    use；pragmatic failure

1.Introduction
In international business negotiations, verbal communication is very significant. Therefore, how to make better use of words to promote the conduct of the negotiation is largely related to the use of the pragmatic strategies .
Negotiators are going to meet their business needs through the coordination of the dialogue between the two sides in business negotiation. Since the increasing international exchange, in addition to domestic business negotiations , negotiators will encounter a lot of people from different countries, different cultural backgrounds, and different ethnic history of international business negotiations . At this point , business negotiation becomes more complex. Therefore, how to make better use of language to smooth the negotiation is very important.