商務談判中的禮貌原則策略

畢業(yè)論文

Politeness Priciple as a Strategy in Business Negotiation

Abstract

Business negotiation is a process in which at least two or more parties with common and conflicting interests try to reach an agreement of mutual benefits. It is essentially a kind of verbal communication activity. Whether it will succeed depends largely on the use of language. Both parties involved will endeavor to win the most benefits while maintaining cooperation with each other. Therefore it is necessary to adopt the appropriate language strategies. Among them, politeness strategy is the most commonly used one that contributes to a successful business negotiation. Politeness strategy can enhance the mutual trust and understanding among negotiators so as to increase the odds for negotiation success. The first part introduces the language feature of business negotiation. The second part aims at politeness principle and relevant theories. The third part will explore the application of politeness strategy in business negotiation.   This thesis attempts to highlight the politeness theory and analyze its application in business negotiation.

Key Words: business negotiation; politeness principle; FTA; pragmatic
strategy;  vague language
 
摘 要

商務談判,是1種為了達成協(xié)議或尋求解決問題的方法,也是在談判人員之間進行的交談、討論、闡述乃至質疑、爭辯的過程。 談判的任何1方在與對方合作的同時,都力圖贏得最大利益。 因此,使用有效的談判策略是必要的。 其中,禮貌原則策略在商務談判中應用極為廣泛的,也是1種行之有效的方法。 禮貌語言策略能增加談判者之間的信任度,提高談判中的自覺性,增加談判成功的機會。第1部分主要介紹了商務談判的語言特點；第2部分主要講了禮貌策略極其理論知識；第3部分闡述了禮貌策略在商務談判中的應用。本文試從商務談判的例子中分析禮貌策略的合理運用,及其恰當表達方式。

關鍵詞：商務談判、禮貌策略、面子威脅論、語用策略、模糊語言

 

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