在当今社会中，国际贸易不断发展，致使商务谈判不断频繁。而商务谈判实质上是一种借助语言的经济活动，其成功与否在很大程度上取决于语言的运用，因此对商务谈判语言的研究具有重要意义。通过对商务谈判语言进行系统而全面的研究，可以为从事商务谈判活动的谈判人员提供理论参考，更有效地指导我们的商务谈判活动顺利进行。其中恭维语，作为一种礼貌策略，能够维持人与人之间的和谐关系，营造友好的谈判气氛，拉近双方的距离，取得良好的谈判效果，促进国际贸易的繁荣。本论文旨在通过查阅前人的研究成果，翻阅大量的相关资料及通过调查问卷和商务谈判录音材料等，对如何做到正确使用恭维语进行研究，以发挥语言的力量来促进经济的发展。经研究发现，必须遵循合作原则，礼貌原则，双赢原则，信任原则，利益分配原则等才能达到恭维的效果，对商务谈判起到积极的作用。因此成功的商务谈判必须遵循以上原则。
关键词：商务谈判；恭维言语；响应；相关原则
A Study on Compliment in Business Negotiation
Abstract
Business negotiation is a kind of economic activity by means of language, to a large extent, whose success or failure is up to the use of language. Therefore it is of great importance to study the language of business negotiation. Compliment can maintain the harmonious interpersonal relationship, create friendly atmosphere, and make you feel closer to each other, which will ultimately do good to the successful business negotiation. This thesis aims at finding out how to correctly use the compliments by consulting the previous research findings, looking up a great deal of relevant materials, doing some questionnaires and listening to a lot of recorded-players materials. After some research is done, some useful theoretical principles have been found: the collaborative principle, the politeness principle, the principle of interest distribution, the principle of trust and the win-win principle. If the successful business negotiation is expected, these principles have to be obeyed. Of course, there still exist some problems in the process of applying them into practice, and the further research is still needed.
Key words: business negotiation; compliments; response; relevant principles
contents
Chapter One Introduction 1
1.1 Rationale for the study 1
1.2 Research questions 1
1.3 Organization of the thesis.............................................................................................................2
Chapter Two Literature Review 2
2.1 Business negotiation 2
2.1.1 Defining business negotiation 2
2.1.2 The brief features of business negotiation 3
2.2 The previous study 3
2.2.1 Defining compliment 3
2.2.2 The made-up of compliment 3
2.2.3 The classification of compliment 4
2.2.4 The response and its types 4
Chapter Three Research Design 5
3.1 An overview of the research design 5
3.2 The five big principles 5
3.2.1 The politeness principle 5
3.2.2 The collaborative principle 6
3.2.3 The principle of interest distribution 8
3.2.4 The principle of trust 9
3.2.5 The principle of win-win 10
3.3 The research subject 11
Chapter Four Case Collection and Discussion 11
4.1 Case collection 11
4.2 Case discussion 11
Chapter Five Conclusion 13
5.1 The main findings 13
5.2 The limitations 14
5.3 The further research question 14
Bibliography 15
Acknowledgements 16
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