礼貌策略在国际商务谈判中的运用-文学学士毕业论文

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1、中文摘要商务谈判是利益双方为了共同利益达成协议的一种过程，本质上是~种言语交际活动。从某种程度上说，和谐、友好、合作的谈判环境能够使的谈判有效地进行，而有效的谈判则能够从语言使用艺术上获得。因此，谈判双方应选择恰当的语言技巧和策略。其中，礼貌策略在商务谈判中应用极为广泛，也是一种行之有效的办法。本文试分析商务谈判的语言特征，并从商务谈判的例了中分析礼貌策略的合理运用及恰当表达方式，从而得出礼貌语言策略能够增加谈判者之问的信任度，提供谈判中的自觉性，增加谈判成功的机会。词：国际商务谈判；礼貌策略；语用策略ContentsAbstracti觀ii1

2、>IntroductionandLiteratureReview11.1Introduction11.2Literaturereview13.3.2LanguageFeaturesofBusinessNegotiationandtheDefinitionofPoliteness3Languagefeaturesofbusinessnegotiation3Idiomaticandprofessionalterms3Abundantusesofpolitelanguages3Vaguelanguages4Thedefinitionofpoliten

3、ess43.3.3PolitenessPrincipleasaStrategyinInternationalBusinessNegotiation6Politenessprinciple(PP)andrelevanttheories6Leech’spolitenessprinciple6Sixmaximsofpolitenessprinciple6Politenessstrategies7Positivepolitenessstrategy7Negativepolitenessstrategy7Thefunctionsofpolitenesss

4、trategyininternationalbusinessnegotiation8Thebenefitoffacemaintenance8Thebenefitofcooperativerelations8Thebenefitofestablishmentofharmoniousnegotiationatmosphere8Thebenefitofstrategyadaptations9Thebenefitofone’sowninterestsmaintenance93.3.4ApplicationofPolitenessStrategyinIn

5、ternationalBusinessNegotiation104.1Applicationoftactmaxim104.2Applicationofgenerositymaxim124.3Applicationofhumorousexpressions134.4Applicationofeuphemisticexpressions144.2Applicationofpersuasiveexpressions153.3.2Conclusion17Note18Bibliography19Acknowledgements20I.Introducti

6、onandLiteratureReviewLIIntroductionWiththedevelopmentofglobalization,tradeswithothercountriesbecomemoreandmorefrequentthaneverbefore.Awin-winsituationisthemostdesiredonethatbothpartieswithcommonandconflictinginterestspursue.Inbusiness，itismostlythroughnegotiationsthatbothpar

7、tiesbridgethedifferenceandreachafairandmutuallysatisfactorydeal.Businessnegotiationplaysafundamentalroleinatransactionbecausenegotiatorsneedtonegotiatewitheachotherbeforesigningacontract.Ifanegotiatorisonlyfamiliarwiththeknowledgeintrade，thenhe/shemightnotbeabletodealwithtra

8、nsactionsuccessfully.Butifhe/sheknowsandutilizessomepragmaticstrategies，the