论英语商务谈判语言策略中的合作原则和礼貌原则

商务谈判是谈判双方通过讨论方式解决争议达到共识的过程。其成功与否在很大程度上取决于对语言的准确应用。在商务谈判中，谈判方不仅存在竞争也存在合作。在合作的前提下，如何最大程度的赢取自身利益是每一方尽力争取的。但冲突和争端也是不可避免的。所以怎样在谈判中寻求竞争与合作之间的平衡，对每一方都是非常重要的。而这种平衡可以通过使用恰当的语言来实现。
合作原则是一种旨在增强相互信任和理解从而提高交流成功率的对话原则；而礼貌原则也在商务谈判中充当了重要的角色。本文通过对商务谈判中语言特点的分析，得出合作原则与礼貌原则在商务谈判中的应用。同时通过商务谈判中对两大原则的违背现象做具体分析，进一步得出表面上对两大原则的违背，但在对话含义的层次上都是遵守两大原则的。而这些语言策略都促使了商务谈判走向一种双赢的状态。

关键词：商务谈判；合作原则；礼貌原则；违背现象
On Cooperative Principle & Politeness Principle of Language Strategy in English Business Negotiation

Abstract

Business negotiation is a process by which the involved parties resolve matters of disputes through discussions and come to an agreement. Its success mostly depends on the use of language. In business negotiation, both parties have to be cooperative with each as well as be competitive against each other. Either party will try to win most benefits while maintaining cooperation with each other. However, conflicts are inevitable in business negotiation. So it seems important to find the balance point between cooperative and competitive in business negotiation. Undoubtedly, appropriate language can achieve this goal.
Cooperative principle is considered as a principle of conversation of enhancing the mutual trust and understanding for the purpose of increasing the probability for communication success, and politeness principle also plays an important role in business negotiation. This thesis attempts to highlight the usage of cooperative principle and politeness principle and analyze language feature in business negotiation. Also by analyzing violations of the two principles, especially cooperative maxims, the principles are violated apparently, but they are observed at the level of what is implicated. Consequently, all these language strategies contribute to the win-win result in business negotiation.

Key words: business negotiation; cooperative principle; politeness principle; violation

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