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国际商务谈判中的礼貌策略


全文字数:6500字左右  原创时间:<=2022年

【内容摘要】

国际商务谈判中的礼貌策略


随着经济全球化的发展,国际商务谈判已经变得日益频繁和日趋重要了。作为谈判的双方,他们都在维护与对方的合作关系的同时去尽力获得最大的利益。众所周知,谈判是一项很大程度上依赖于语言的活动,因此,谈判语言的使用成为了谈判过程中的关键环节。而对于谈判的双方来说,为赢得谈判优势而选择适当的语言及谈判策略是不可或缺的。而在这些供选择的策略中,礼貌策略在谈判中扮演着十分重要的作用。一个有着合适的态度和适当的措辞的谈判者将会为对方所尊重并引起对方与之合作的欲望,同时也增强了谈判双方的相互信任度。不仅如此,在谈判过程中,正确的使用谈判语言和礼貌策略将会影响到整个谈判的结果。因此,作为一名国际商务谈判人员,必须将礼貌策略灵活且有效的运用到商务谈判中去。
本文以布朗和列文森的礼貌策略、面子理论及利奇的礼貌原则为基础,将具体分析如模糊表达、委婉表达、低调陈述、恭维言辞等礼貌语用策略在商务谈判中的应用。

关键字: 国际商务谈判   礼貌策略   礼貌   面子理论
Politeness Strategies in International Business Negotiation

Abstract

With the development of economic globalization, international business negotiation has becoming more frequent and important. Each party will try their best to win the most benefits while maintaining cooperation with the others. As we known that negotiation is an activity that largely depends on language communication, thus the use of language has becoming the critical link. It is indispensible for both sides to choose the proper language and negotiating strategies in gaining advantages. Among these strategies, politeness strategy is of great importance in negotiation. A negotiator with proper attitude and wording will impress the listener as an adorable competitor which arouses his desire of cooperation and increases the mutual trust. What’s more, the correct use of language and politeness strategies in the process of negotiation will affect the result of the negotiation. Therefore, as international business negotiators, they should apply the politeness strategies to negotiation skillfully.
Based on Brown and Levinson’s politeness strategy,face theory and Leech’s polite principle,this paper will analyze in detail the application of polite language, such as vagueness, euphemistic presentation, understatement and compliment in business negotiation.

Key words: international business negotiation,   politeness strategies,   politeness,   face theory

 

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