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1、毕业论文(设计)ApplicationofPolitenessPrincipleinBusinessNegotiation1.Introduction12.Languagefeaturesofbusinessnegotiation32.1Idiomaticandprofessionalizedterms32.2Vaguelanguage32.3Logicalandpersuasivelanguage43.Politenessprincipleandrelevanttheories63.1Politenessprincipleanditsmaxims
2、63.3Politenessstrategies94.Applicationofpolitenessstrategy114.1Applicationoftactmaxim114.2Applicationofgenerositymaxim124.3Applicationofapprobationmaxim144.4Applicationofeuphemisticexpressions155.Conclusion17References1920毕业论文(设计)1.IntroductionInbusiness,itismostlythroughnegot
3、iationthatexportersandimportersbridgethedifferenceandreachafairandmutuallysatisfactorydeal(LiaoYing,2004:1).Businessnegotiationplaysanessentialroleinbusiness,forthebuyersandthesellersneedtocommunicateandnegotiatebeforeconcludingatransaction.Businessnegotiationisakindofeconomic
4、activitythroughwhichthepartiesinvolvedseekthegreatestgains.Fortheeconomicinterest,bothpartiesinnegotiationshavetocompeteagainsteachother,butsimultaneouslyhavetocooperatewitheachother.Therefore,inspiteofcompetition,bothpartiesendeavortocreateandkeepthecooperativerelationshipthr
5、oughcertainstrategiesandtactics.Languageisachiefmeasureusedinbusinessnegotiation.However,languageisoftentakenforgrantedperhapsbecauseitisusedeveryday,anditspowersleftunexaminedunlessseriousproblemswithitsusearise.Negotiatorsmayhavetheirattentionfocusedonthemorematerialaspectso
6、fanissuetheyarediscussing,andneglectthefundamentalrolelanguageisplayingintherepresentationoftheaspects.Yetifthelanguageusedisinadequateforitspurposes,ortherepresentationisatfault,thewholeinteractionmayfalterorfail.Successfulnegotiatorsdonottakelanguageforgrantedinthedifficulta
7、ndcomplexworldofhumaninteraction.CohenHerbert,afamousAmericannegotiatingexpert,pointsoutthatasuccessfulnegotiationdoesnotmean“winningbydefeatingtheotherparty,butwinningbygettingwhatbothpartieswant”.Thusaharmonious,friendlyand20毕业论文(设计)cooperativeatmospherecankeepanegotiationgo
8、onsmoothly.Someappropriatestrategiesandtacticsoflanguageshoul
