商务谈判中的礼貌原则

商务谈判中的礼貌原则
摘  要
商务谈判,是一种在商品贸易中为了达成协议或寻求解决问题的方法,也是在谈判人员之间进行的交谈、讨论、阐述乃至质疑、争辩的过程。谈判的任何一方在与对方合作的同时,运用各种方法和手段力图赢得最大利益。
本文首先从商务谈判的原则和语言的运用出发，以语用学中的礼貌原则为侧重点，介绍了我们在商务谈判中与礼貌原则相关的几个重要理论，即面子理论和合作原则。然后以在谈判桌上对方的心理需求和社会文化的研究为切入点，阐述了人们的各种心理和社会的需要，使礼貌语言行为成为必要。同时在文化区域不同的地方，礼貌有其地域性。最后在礼貌原则的框架内,我们应该采取相应的礼貌策略如委婉语，模糊语，幽默语以及赞美语来解决实际中的问题。在对礼貌语言策略在商务谈判中的阐述中，证明了礼貌语言策略能增加谈判者之间的信任度，增加谈判成功的机会。
因此，从语用学的礼貌用语及其礼貌语言策略，我们可以探索出礼貌原则在商务谈判语境下具有的理论意义和现实指导意义。

关键词：商务谈判，礼貌原则，礼貌策略
On Politeness Principles 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 on mutual benefits in the trade. It is essentially a kind of verbal communication activity. Whether it will succeed or not depends mainly on the use of language. Both parties will endeavor to win the most benefits while maintaining cooperation with each other by all means.
This thesis, firstly from the point of principles of the business negotiation and the use of language, concentrates on the politeness principle and introduces several important theories related to the politeness principle---the Face Theory and Cooperative Principle. Secondly, the analysis of the businessmen’s perspective in psychology and social-culture motivate and necessitate human politeness acts. At the same time, there are regional qualities in different cultural areas. Finally, we can take the relative politeness strategies such as euphemistic presentation, vagueness, humor, and compliment, to resolve the practical problems under the construction of the politeness principles. The explication of politeness language strategy used in business negotiation proves that the strategy of politeness language can increase negotiators’ mutual trust and more chances to succeed in business negotiation.
Therefore, by resorting to the politeness strategy and its language from the pragmatic angle, we can reveal the politeness principle of theoretical and realistic significance in the context of business negotiation.
Key words: business negotiation, politeness principle, politeness strategy

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