委婉语及其在国际商务谈判中的表达.docx

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1、海口经济学院 本 科 生 毕 业 论 文 题目： 委婉语及其在国际商务谈判中的表达 姓 名： 王 昊 .学 号： 201516240304 .所在学院： 外国语学院 .专业班级：2015级英语本科三班 . 指导教师： 夏 海 玲 . 年 月 日 Euphemism and its Expressions in International Business Negotiation ByWang HaoUnder the Supervision ofXia Hailing A Thesis Submitted toSchool of Foreign Languagesin Partial Fulf

2、illment for the Requirementsfor the Degree of Bachelor of Arts atHaikou University of Economics May 2019 海口经济学院学位论文原创性声明 本人郑重声明：所呈交的毕业论文（设计），是本人在指导老师指导下，独立进行研究工作所取得的成果。尽我所知，除文中已经注明引用的内容外，本毕业论文（设计）的研究成果不包含任何他人享有著作权的内容。对本论文（设计）所涉及的研究工作做出贡献的其他个人和集体，均已在文中以明确方式标明。 本人签名： 日 期： 年 月 日 摘要委婉语有助于交际中愉悦感的产生,往往可获得

3、良好的交际效果。如果委婉语不能被正确理解和使用，会在一定程度上影响交际的有效性。因此，委婉语成为研究的重要对象之一。虽然中西方文化有很多的差异，但是英语委婉语的使用和中国委婉语相似。本文首先从委婉语的定义、结构、意义和修辞技巧等方面介绍了委婉语这一概念，接着分析了委婉语在商务谈判中的作用以及委婉语在商务谈判中的表现形式。谈判时应该要注意语气，语调和修辞手法的使用。本文最后就商务谈判中存在的潜在的问题提出如下句法策略方面的建议：用含糊表达，常使用过去时态，被动语态，虚拟语气和连词“but”、“if”等。因为谈判的主要目的之一是获取信息，所以使用疑问句也是非常必要的。 关键词: 商务谈判；交际；英

4、语委婉语；功能；表达 AbstractEuphemismcontributestothegenerationofpleasureincommunication and often achieves good communicative effects. If the euphemism cant be understood correctly, the effectiveness of communication will be affected to some extent. Therefore, euphemism has become one of the important resea

5、rch objects. Although there have been many differences between Chinese and Western cultures, the use of English euphemisms is similar to Chinese euphemisms. This paper first introduces the concept of euphemism from the definition, structure, meaning and rhetoric techniques. Then the functions of eup

6、hemism in business negotiation and patterns of manifestation in the process of negotiation are analyzed, in which psychological factors and communicative purposes are involved. The tone, intonation and the use of rhetorical devices should be paid enough attention to. In negotiation, the purpose-serv

7、ing expressions cant be neglected. At the end of this paper, some hedging expressions and some syntactic strategies of euphemism are analyzed in detail to help solve the potential disagreements in business negotiation. Syntactic strategies include tense, passive voice, subjunctive mood, conjunctions

8、 like “but” and “if”. Since one of the main purposes in business negotiation is to obtain information and to make it sound agreeable, the use of interrogative sentences is also very necessary. Keywords: business negotiation; communicative; English euphemism; function; expression IIIContents摘要IAbstra

9、ctIII Introduction1 The Introduction of Euphemism22.1 The definition of euphemism22.2 The formation of euphemism22.2.1 Lexical meaning32.2.2 Grammatical devices32.3 Rhetorical means4III The Functions of Euphemism in Business Negotiation43.1 Significance of euphemism in business Negotiations53.2 Cove

10、ring and beautifying functions53.3 Avoid deadlock to increase the chances of success63.4 Establish a Long-term Friendly Business Relationship7IV The Expressions of Euphemism in Business Negotiation74.1 Hedging expression84.2 Syntactic strategies84.2.1 Use of tense84.2.2 Use of passive voice94.2.3 Us

11、e of subjunctive mood104.2.4 Use of “but”114.2.5 Use of “if”124.2.6 Use of interrogative sentences12V Conclusion13Bibliography15Acknowledgments16IVI IntroductionIn our daily life, misunderstanding or contradictions may come into being because of inappropriate use of language. English euphemism plays

12、 an important role in lubricating peoples communication and maintaining a good interpersonal relationship. That means euphemisms can be used for avoiding taboos and showing politeness in our daily life.Euphemism is a common language strategy in communication. When it is difficult or unsuitable for p

13、eople to say something directly, they always use euphemisms consciously or unconsciously. People use them with different intentions and for different purposes. In fact, euphemisms act as one of the “lubricants” in daily communication and in the exchange of information to such an extent that “without

14、 euphemisms, the world would come to a halt because conflicts and resentments would spring up among people”.So, euphemism is always a hot topic that studied by lots of experts and scholars both at home and abroad. Euphemism is often limited to rhetoric and is considered as a tool that writers or spe

15、akers use to make their expressions more graceful. Moreover, the research of euphemism mainly centers on the lexical level abroad and rhetorical techniques in China. Much to peoples satisfaction, the study of euphemism has been extended to tactful expressions in communication and textual level with

16、the development of social-linguistics, psycho-linguistics, and the deeper research of the relationship between culture and language. Besides, experts and scholars have made multi-angle studies on euphemism and have made great achievements which contribute greatly to peoples understanding and the app

17、lication of euphemisms in their interpersonal communication. However, studies about English euphemisms in business negotiation are far from satisfactory.The intercultural communication becomes more and more frequent with the increasing exchange among business from various countries. In the intercult

18、ural exchange, the negotiators of various backgrounds should know something about each others culture, customs and history. We should attempt to understand the differences between countries so that collision could be avoid. As a common phenomenon in human languages and society, Euphemism is also wid

19、ely and flexibly used in business negotiations. Its pragmatic functions and different expressions are extremely beneficial to businessmen. The use of euphemisms in business activities plays an increasingly greater role in helping grasp business chance, promote products, expand to new markets and so

20、on. However, business negotiation failures occur continually because of businessmans inappropriate use of euphemisms. Thus, a systematic study of the functions and expressions of English euphemism in business negotiation is very important. The Introduction of Euphemism 2.1 The definition of euphemis

21、mThe term “euphemism” comes from the Greek “eu”, meaning “good”, and “pheme”, meaning “speech” or “saying”, and thus it literally means “to speak with good words” (Halliday 2001).By the 1580s,British writer George Blant used the term “euphemism” in English for the first time, defining it as “a good

22、or favorable interpretation of a bad word” (Neaman & Silver1983:4). As Rawson said in 1981, euphemisms are “mild agreeable or roundabout words used in place of coarse, painful, or offensive ones”. And he has also explained the reasons for the existence of euphemisms, which provide the key on the und

23、erstanding of euphemisms. They conceal the fear of human beings, like the supernatural and the death; they cover up the facts of life, like sex, reproduction and excretion; and they are loved by those individuals, who are anxious to present only the handsomest possible images of themselves to the wo

24、rld (ibid). In current English dictionaries, euphemism is defined as follows:A polite, tactful, or less explicit term used to avoid the direct naming of an unpleasant painful or frightening reality. (Websters Third New International Dictionary, 1961)A polite word or expression that you use instead o

25、f a more direct one to avoid shocking or upsetting someone. (Longman Dictionary of Contemporary English, 1995)Using of pleasant, mild or indirect words or phrases in place of more accurate or direct ones. (Oxford Advanced Learners English-Chinese Dictionary, 4th edition, 1999)In my opinion, Euphemis

26、m is a mean of achieving ones own purpose and meanwhile makes other feel happy. Although those experts and scholars gave different definitions, the common point is that euphemism is a polite and kind expression to communicate with others.2.2 The formation of euphemismThe formation of euphemism is on

27、 our way, when it comes to how to put euphemisms into practice. “Its generally believed that there are three ways to form an authentic euphemism: lexical means, grammatical devices and rhetorical means.” (Linfoot-Ham, 2005) Here I will give some examples about these three types of formations.2.2.1 L

28、exical meaningLoanwords as euphemism: According to the theory of psychology, foreign language can establish a certain psychological distance between the speaker and listener. Thus, it is quite often to find that loanwords act as euphemisms in conversation. Due to the close relationship between Briti

29、sh and French, many French loanwords in English are easy to find acting this role.Use of abstract and general words: Using vague language most of time can blur the explicit but undesirable meaning of words. Thus creates the euphemistic effect. And then if you find that “social disease”, it may reall

30、y indicate “syphilis”. The expression “you know what” can denote anything that can be inferred from the context and that is familiar to both sides of talking.2.2.2 Grammatical devicesThe famous American linguist Bolinger Dwight once said that “Euphemism is not restricted to the phonetic or lexical l

31、evel; there are various grammatical ways of toning something down without actually changing the content of the meaning.” (1981:148). Grammatical device is an effective way to formulate euphemistic expression. Grammatical devices include negation, variation of tense, passive voice, skillful use of pe

32、rsonal pronouns, comparison and so on. Here are two major devices.Negation: Negation is wildly used in euphemisms in all languages. Using negative style to express can make the statement tone less fierce than direct expression. For example, “I dont think this is possible” may make people feel better

33、 than “I think it is impossible.” The first expression can give hope to the listener that maybe there is some possibility, but the latter expression directly closes the door of hope.The passive voice: One benefit of using passive voice is that it avoids mentioning the agent of an action thus to achi

34、eve the goal of politeness or kindness, particularly when criticism should be conveyed. For instance, “We dont allow you to take books out of the room.” can be changed to “No books are allowed to take out of the room.” In this way, the tone of the speech is much more acceptable to people. In busines

35、s negotiations, no one can avoid argument. In case of tense atmosphere, decent expressions can bring about unexpected effects. About the expressions of euphemisms in business negotiation, I will give more details in Chapter IV.2.3 Rhetorical meansAbout the relationship between rhetorical devices and

36、 euphemisms, we can cite the famous saying：“From the rhetorical point of view, euphemism is a kind of figure of speech, a way to use neutral or elegant word or expression deliberately instead of a sensitive or vulgar one so as to establish a graceful and desirable public image.”(Wang, Xijie 2000:174

37、). Though, euphemisms may not all employ rhetorical means, its definitely an effective way to create euphemistic meaning. They can take the forms of metaphor, metonymy, personification, hyperbole, periphrasis and so on.Through the differences in wording and perspectives, these definitions have a sam

38、e point. A euphemism is a kind of expression intended by the speaker to be less offensive, disturbing, or troubling to the listener. It can make the unpleasant things sound happier, and make people feel good; moreover, it can make both the speaker and the hearer safe without dignity. However, euphem

39、isms are not confined to individual words. They can be a sentence or even a larger structural unit (Shu Dingfang & Xu Jinyuan, 1995). Euphemisms do not live in a vacuum. They are generated and used to serve a certain function (mainly to create a better effect and establish a good tie between interlo

40、cutors) in a given social communication. Their validity relies on the psychological need of their users, who deem certain expressions offensive or unpleasant and substitute new expressions for the disapproved ones.III The Functions of Euphemism in Business NegotiationEuphemism in business English is

41、 a kind of expression in a polite, indirect and face saving way to substitute the ones with disagreeable or less respectful meaning. In fact, it is more than just euphemistic words and phrases that are used in common situations, its a kind of tact communication that is applied to achieve satisfactor

42、y communicative effects.3.1 Significance of euphemism in business negotiations Negotiation refers to a dialogue between negotiation parties, intended to reach an understanding, resolve trade disputes, or gain advantages in outcome of a dialogue, to produce an agreement upon courses of action, and ac

43、hieve their interests.It is long believed that affinity can greatly promote business prosperity. As an old saying goes in China, “Affinity makes money.” Where does this affinity come from? It is ones wording that of great importance. A successful businessman can always make his customers feel comfor

44、table when talking with him. It is certain that he must be a master in using all kinds of language skills, especially using euphemisms.In business negotiations, likewise, people also have to pay attention to tactful utterances and communicative skills. Among them, euphemism, as a useful language ski

45、ll, is commonly used in the business negotiation. Properly using euphemisms can help to gain confidence from customers, and build up long term cooperation.“Language is power.” as the famous French writer Hugo said, how to negotiate effectively for achieving the negotiation purposes plays an importan

46、t role in the business activities. This requires the use of a lot of euphemism strategies. The smooth development of business negotiation depends on good social relationship.3.2 Covering and beautifying functions In business negotiation, there will be conflict inevitably when both sides want to pers

47、uade others to accept their requests or suggestions. If the language is too sharp or direct,It may sound overbearing to others and may even hurt their self-esteem. Whats worse, it may lead to failure of negotiation.So the strong desire to avoid offending counterparts is one of the main motivations to use euphemisms. To avoid offending adversaries and to save face are closely related. Therefore, the use of euphemism is adapted to politeness and face-saving motivation.Face refers to the public self-image of a person. That is to say, in human communication, people want to be respected.