礼貌策略在国际商务谈判中的运用学位论文.doc

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1、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iContentsAbstracti摘要ii1. Introduction and L

2、iterature Review11.1 Introduction11.2 Literature review12. Language Features of Business Negotiation and the Definition of Politeness32.1 Language features of business negotiation32.1.1 Idiomatic and professional terms32.1.2 Abundant uses of polite languages32.1.3 Vague languages42.2 The definition

3、of politeness43. Politeness Principle as a Strategy in International Business Negotiation63.1 Politeness principle (PP) and relevant theories63.1.1 Leechs politeness principle63.1.2 Six maxims of politeness principle63.2 Politeness strategies73.2.1 Positive politeness strategy73.2.2 Negative politen

4、ess strategy73.3 The functions of politeness strategy in international business negotiation83.3.1 The benefit of face maintenance83.3.2 The benefit of cooperative relations83.3.3 The benefit of establishment of harmonious negotiation atmosphere83.3.4 The benefit of strategy adaptations93.3.5 The ben

5、efit of ones own interests maintenance94. Application of Politeness Strategy in International Business Negotiation104. 1 Application of tact maxim104.2 Application of generosity maxim124.3 Application of humorous expressions134.4 Application of euphemistic expressions144.5 Application of persuasive

6、expressions155. Conclusion17Note18Bibliography19Acknowledgements201. Introduction and Literature Review1.1 IntroductionWith the development of globalization, trades with other countries become more and more frequent than ever before. A win-win situation is the most desired one that both parties with

7、 common and conflicting interests pursue. In business, it is mostly through negotiations that both parties bridge the difference and reach a fair and mutually satisfactory deal.Business negotiation plays a fundamental role in a transaction because negotiators need to negotiate with each other before

8、 signing a contract. If a negotiator is only familiar with the knowledge in trade, then he/she might not be able to deal with transaction successfully. But if he/she knows and utilizes some pragmatic strategies, the business activities will proceed smoothly and lead to what is desired and expected.

9、Politeness, a social phenomenon, touches upon every aspect of life. According to politeness theory, politeness serves to both reflect and regulate social distance (Brown & Levison, 1987).Since business negotiation is not only a complex human activity but also a process in which at least two or more

10、parties with common and conflicting interests try to reach an agreement of mutual benefits, it is of great value to use polite strategy in business negotiation, which not only establishes and maintains but improves the social relationship with each other. Only in this way can both parties establish

11、and maintain a harmonious, friendly and cooperative atmosphere with some appropriate, efficient and effective strategies. Among them, politeness strategy is the most commonly used one that contributes to a successful business negotiation. Not only does the thesis focus on the language features of bu

12、siness negotiation, the theory of politeness principle and its maxims and the politeness strategy, but also emphasize how to use politeness strategy in international business negotiation, especially with the use of abundant examples.1.2 Literature ReviewBusiness negotiation is a kind of economic act

13、ivity which is essentially through the carrier of language driven by interests. As the starting point of economic activities, negotiation plays a significant role in successful transactions. However, people in real communication often do not keep them, even intentionally violate the cooperative prin

14、ciple (Grice, 1975). In order to solve this phenomenon, a great amount of scholars had spent a great deal of time in studying it at home and abroad. Below are some famous scholars who make great contribution to the success of business negotiation from the pragmatic angles. The English scholar, Leech

15、 advances the use of language about courtesy problem. As to the pragmatic study about politeness, Leech (1983) puts forward another pragmatic principle-the Politeness Principle (PP) from angles of rhetoric and style on the basis of Grices cooperation principle. He holds the idea that its very common

16、 that the misuse of language or rudeness or misunderstanding caused by ignorance of others exists in communication, whereas, politeness through language does is the most commonly used method and the most important pragmatic principle in successful communication. He Ziran (1988), the domestic scholar

17、, also holds that polite language is actually a pragmatic strategy. Xu Chenghuan (1902) thinks that polite language is the leverage that language communication may involve parties, which plays the role in adjusting personal relationships. This is similar to the idea of Lakoff that the polite languag

18、e among people is a method of reducing friction when communicating. Whereas, professor Ran Yongping (2007) regards that politeness is an expectation associated with the most optimal relevance effect, and it is the result of understanding from a cognitive-pragmatic perspective of politeness and langu

19、age choice. Whats more, he holds that language, in the form of itself, does not exist in polite problems. Politeness principle is that in the same other conditions, minimizing the expression of impolite beliefs (He Zhaoxiong, 2000:164-165).2. Language Features of Business Negotiation and the Definit

20、ion of Politeness2.1 Language Features of Business Negotiation2.1.1 Idiomatic and Professional TermsThere is a series of idiomatic and professional terms in business negotiation. Generally speaking, different terms or expressions are used in different situations. For instance, in sales purchases neg

21、otiation, it includes price, quality, packing, shipping, insurance, etc. In engineering construction negotiations, it has costs, time limit, commencement, completion and the right to use, etc. All these idiomatic and professional terms have the characteristic of simplicity and pertinence. And the fo

22、llowing examples are from Business Correspondence (A Wainwright, 2001).(1) Our usual term of payment is by D/P at 30 days sight.(2) Taking into consideration the transport conditions at your end, we have especially reinforced our packing in order to minimize the extent of any possible damage to the

23、goods. (3) If the transaction is concluded on the CIF or CFR Singapore basis, the buyer must have the right to appoint the forwarding company.(4) We regret to say we are unable to accept your order at the previous prices because of a recent rise in the cost of materials.(5) The goods, before being l

24、oaded at the port of shipment, must be inspected by an inspection institution agreeable to the buyer in the presence of the buyers representative.(6) We should like to know if you can undertake insurance of these goods A.A.R.To sum up, idiomatic and professionalized terms are not only the basic feat

25、ures of business negotiation, but also the necessary parts in the business negotiation as well as in the contract.2.1.2 Abundant Uses of Polite Languages Polite languages create a harmonious negotiation atmosphere for both parties in order to make solid foundation for long term business relationship

26、s. In foreign trade communication, no matter agreements or disagreements of ones ideas, it is of great significance to use polite language to show appreciation. The reason is that the success of every transaction depends on the cooperative relations of each other. And the following examples are from

27、 English- Foreign Trade Talk in English (Qin Chuan, 2004).(7) -Its very kind of you to come and see me off at the airport, Ms. Wenhui. -My pleasure, Mr. Wilson.(8) This way please.(9) Thanks for helping me.(10)Thank you once again for everything youve done.To sum up, “please, thank you, kindly, appr

28、eciate, its very kind of you, my pleasure,” etc. are the frequently used expressions in all sections during the course of business negotiation.2.1.3 Vague LanguagesFor the sake of avoiding inconvenience and misunderstanding, language in business negotiation, whether in the oral form or written form

29、of conversation, should be clear and precise. However, in real practice, its very easy for negotiators to misuse words. Misusing language will lead to an embarrassing situation where both parties disagree with each other while its not convenient for them to discuss it directly. Furthermore, sometime

30、s negotiators cannot express their ideas clearly, or they would not like to say it clearly for some pragmatic purposes, in which cases they prefer to put vague languages to rational use. Using vague languages will make the massage sent out obscure in order to avoid what have been said being too fixe

31、d so that it can ease up the awkward situation. Vague languages have often been treated as a politeness strategy playing an active role in business negotiation. From pragmatics, vague languages have the function of maintaining the “face” (Brown&Levinson, 1987). It can not only assuage the negotiatin

32、g atmosphere, but also can sound out his opponents intentions. The examples below are from English for Business Negotiation (2nd Edition) (Ding Hengqi, Zhang Jing, 2009).(11) We could only tell you that we will try our best to advance the time of delivery.(12) We have always insisted on the principl

33、e of “equality and mutual benefit and exchange of needed goods”, but we have adopted much more flexible method in our dealing method in our dealings nowadays. (13) We would like to discuss the possibility of establishing an agency with you.(14) Your presentation make some feel a little too you know

34、what I mean.In the above sentences, such phrases as “try our best to advance the time of delivery, much more flexible method, possibility, you know what I mean,” are all general expressions, which convey blurry information to the listeners. All these vague languages can make words become much more e

35、uphemistic and implicit, showing consideration for the other party and taking care to preserve the maintenance of both “faces” so that negotiations will go smoothly. Furthermore, the use of vague languages can also bring up specific atmosphere helping to triumph the other side from psychology. In co

36、nclusion, it is very important to maintain a harmonious atmosphere and avoid making tense situation in the course of business negotiation. However, conflicts are inevitable. When a face-to-face conflict occurs, in order to save each others faces, negotiators need to use vague expressions, otherwise,

37、 negotiation may stalemate. 2.2 The Definition of PolitenessPoliteness, an important code of human social activity, is the sign of human civilization, and is a social phenomenon which touches upon every aspect of life. According to the Dictionary of Language Teaching and Applied Linguistics, politen

38、ess is defined as “the combination of interpersonal consideration and linguistic choices affecting the form and function of linguistic interaction” (Richard et al, 2000: 352). Politeness denotes that ease and gracefulness of manners which first sprung up in cities, connected with a desire to please

39、others by anticipating their wants and wishes, and studiously avoiding whatever might give them pain. At the basic level, politeness is one of the major social constraints on human interactions regulating participants communicative behaviors by constantly reminding them of taking into consideration

40、the feelings of the others. This is just like the idea of Hudson (1985: 115) we usually try to avoid exposing others weakness, or raising heated controversy, unless we are sure that it will not affect the attitude of others towards us or we are indifferent to their opinions. 3. Politeness Principle

41、as a Strategy in International Business Negotiation3.1 Politeness Principle (PP) and Relevant Theories3.1.1 Leechs Politeness Principle Leech regards politeness as a crucial one in explaining “why people are often so indirect in conveying what they mean.” He thus puts forward the Politeness Principl

42、e, PP (1983) so as to “rescue the Cooperative Principle (CP)” in the sense that politeness can satisfactorily explain exceptions to and apparent derivation from the CP. Politeness Principle is justified in language production and interpretation. Without it, CP is not fully explanatory. CP is needed

43、to account for the indirect relation tween what people say and what they mean. But it, in itself, can not explain why people are so often indirect in the way they talk. Therefore, PP is not just an addition to Grices CP, but a necessary complement needed for cases in which CP fails to offer a reason

44、able and acceptable explanation. Furthermore, PP helps to maintain effective use of language. To a large extent, PP guides mans linguistic behavior.3.1.2 Six Maxims of Politeness PrinciplePoliteness Principle can be divided into two aspects, that is, to minimize (all things being equal) the expressi

45、on of impolite beliefs, and to maximize (all things being equal) the expression of polite beliefs.Leechs (1983：132) maxims of PP tend to go in pairs as follow:(i) Tact Maxim (a) Minimize cost to other;(b) Maximize benefit to other.(ii) Generosity Maxim (a) Minimize benefits to self;(b) Maximize cost

46、 to self.(iii) Approbation Maxim (a) Minimize dispraise of other;(b) Maximize praise of other.(iv) Modesty Maxim (a) Minimize praise of self;(b) Maximize dispraise of self.(v) Agreement Maxim (a) Minimize disagreement between self and other;(b) Maximize agreement between self and other.(vi) Sympathy

47、 Maxim (a) Minimize antipathy between self and other;(b) Maximize sympathy between self and other. It can be obviously seen that “Minimize” and “Maximize” are two key concepts in Leechs maxims. These six “minimize”s can be summarized as decreasing favor of others, unfavor to others, and conflicts be

48、tween self and others as much as possible. On the contrary, six “maximize”s can be summarized as increasing favor to others, unfavor to self, and harmony between self and others as much as possible.3.2 Politeness StrategiesPoliteness strategies are used to formulate messages in order to save the hearers face when face-threatening acts are inevitable or desire