礼貌策略在国际商务谈判中的运用-文学学士毕业论文.doc
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礼貌策略在国际商务谈判中的运用-文学学士毕业论文.doc

礼貌策略在国际商务谈判中的运用-文学学士毕业论文.doc

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PAGEi中文摘要商务谈判是利益双方为了共同利益达成协议的一种过程,本质上是一种言语交际活动。从某种程度上说,和谐、友好、合作的谈判环境能够使的谈判有效地进行,而有效的谈判则能够从语言使用艺术上获得。因此,谈判双方应选择恰当的语言技巧和策略。其中,礼貌策略在商务谈判中应用极为广泛,也是一种行之有效的办法。本文试分析商务谈判的语言特征,并从商务谈判的例子中分析礼貌策略的合理运用及恰当表达方式,从而得出礼貌语言策略能够增加谈判者之间的信任度,提供谈判中的自觉性,增加谈判成功的机会。关键词:国际商务谈判;礼貌策略;语用策略ContentsAbstracti摘要iiTOC\o"1-3"\u1.IntroductionandLiteratureReview11.1Introduction11.2Literaturereview12.LanguageFeaturesofBusinessNegotiationandtheDefinitionofPoliteness32.1Languagefeaturesofbusinessnegotiation32.1.1Idiomaticandprofessionalterms32.1.2Abundantusesofpolitelanguages32.1.3Vaguelanguages42.2Thedefinitionofpoliteness43.PolitenessPrincipleasaStrategyinInternationalBusinessNegotiation63.1Politenessprinciple(PP)andrelevanttheories63.1.1Leech’spolitenessprinciple63.1.2Sixmaximsofpolitenessprinciple63.2Politenessstrategies73.2.1Positivepolitenessstrategy73.2.2Negativepolitenessstrategy73.3Thefunctionsofpolitenessstrategyininternationalbusinessnegotiation83.3.1Thebenefitoffacemaintenance83.3.2Thebenefitofcooperativerelations83.3.3Thebenefitofestablishmentofharmoniousnegotiationatmosphere83.3.4Thebenefitofstrategyadaptations93.3.5Thebenefitofone’sowninterestsmaintenance94.ApplicationofPolitenessStrategyinInternationalBusinessNegotiation104.1Applicationoftactmaxim104.2Applicationofgenerositymaxim124.3Applicationofhumorousexpressions134.4Applicationofeuphemisticexpressions144.5Applicationofpersuasiveexpressions155.Conclusion17Note18Bibliography19Acknowledgements20IntroductionandLiteratureReviewIntroductionWiththedevelopmentofglobalization,tradeswithothercountriesbecomemoreandmorefrequentthaneverbefore.Awin-winsituationisthemostdesiredonethatbothpartieswithcommonandconflictinginterestspursue.Inbusiness,itismostlythroughnegotiationsthatbothpartiesbridgethedifferenceandreachafairandmutuallysatisfactorydeal.Businessnegotiationplaysafundamentalroleinatransactionbecausenegotiatorsneedtoneg