商务谈判中合作原则研究

摘  要

商务谈判是经济活动中不可或缺的环节，它是谈判双方通过讨论、协商等方式来解决争议、确定或交换条件和信息以达到共识的过程。由于各方所图的利益不同、谈判的过程必定会存在一些对峙与分歧，而一次谈判是否能够成功在很大程度上取决于谈判过程中的语言，如果谈判者使用的语言不恰当就可能使谈判双方发生冲突而导致谈判失败，甚至很可能造成谈判双方经济上和名誉上的损失；但是如果谈判双方使用的语言恰当合理，那么谈判过程会显得很轻松而且会事半功倍。因此，不管是通过面对面的交流、信函还是电子邮件，在整个商务谈判过程中，谈判双方都离不开语言。而格莱斯的合作原则是语言学界著名的对话原则，它能够增强双方信任和理解从而达到谈话成功的目的。本文简要探讨合作原则的定义和准则，阐述商务谈判的定义及其语言艺术和技巧，并对合作原则在商务谈判中的案例进行分析。此外，文章通过对比方式研究合作原则与商务谈判语言艺术和技巧的关系，了解这些语言艺术和技巧与合作原则是否能够共存，合作原则对商务谈判是否具有指导意义。
关键词：格莱斯；合作原则；违反准则；商务谈判；语言艺术和技巧

Study on the Cooperative Principle in Business Negotiation
 

Abstract

Business negotiation is a necessary part of business activity. It is a procedure for negotiator to make agreement or transfer information with each other through discussion or conference. Because of the different benefit, there are different opinions during negotiation; however, whether the success of a negotiation greatly depends on the language used by the negotiator. If the language that negotiator using is not proper, it leads to the failure of negotiation, even the loss of economy and reputation; if the language that negotiator using is suitable and reasonable, the negotiation is easy and effective. Therefore, no matter what communication is, the negotiators must depend on language. The Cooperative Principle (CP) of Grice is a famous implicative principle, and it can increase understanding and reliance between negotiators to make the negotiation successful. This paper briefly discusses the definition and maxims of the CP, and states the definition and language art skills of business negotiation. Besides it analyzes the case of the CP in business negotiation. This paper also compares the CP with language art skills of business negotiation, analyzing whether these skills can exist with the CP or not, and whether the CP has directive meaning to business negotiation or not.
Key words: Grice; the Cooperative Principle; the Violation of the Maxims; business negotiation; language art and skills

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