礼貌原则在商务谈判中的应用商务英语毕业论文文档格式.docx
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礼貌原则在商务谈判中的应用商务英语毕业论文文档格式.docx
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career.Intheprocessofdoingthis,studentsencountercountlessdifficultiesandobstacles,whichtheyhavepassedwiththehelpoftheirclassmatesandteachers.Whensearchingforinformationintheschoollibrary,theteachersofthelibraryhaveprovidedmewithsupportandhelpinmanyaspects.Inparticular,Istronglythankmythesisinstructor,Mrs.ZhengLi.Withouthertirelesshelptomeandselflessmodificationandimprovementofmythesis,therewouldbenofinalcompletionofmythesis.Here,Iwanttoknowandhelpmyteachersexpresstheirheartfeltthanks!
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TheApplicationofPolitenessPrincipleinBusinessNegotiation
Abstract
WiththegrowingstrengthofChina'
seconomy,moreandmorecountriesandregionsstruggletoentertheChinesemarketfirst,andthenumberofinternationalbusinesscooperationhasincreasedsubstantially.Asanimportantpartofbusinesscooperation,businessnegotiationdecideswhetherbusinesscooperationcanbeachieved,anditsimportanceisself-evident.However,therearemanyreasons,suchasregionaldifferences,culturaldifferences,languagebarriers,differentwaysofcommunication,oftencauseunnecessarymisunderstandingsandevenaffecttheresultofbusinesscooperation.Therefore,politelanguage,impliciteuphemismandcourtesyisthepremisetosuccesstonegotiationsinordertoreachagreementsbeneficialtobothsides.Inforeigntradenegotiations,businessmenshouldholdtheirownviewsandrespecteachother.Politenessprinciplebelongstothecategoryofpragmatics.Itsmaincontentsareappropriatenessandgenerosity,praiseandhumility,consistencyandsympathy.Themaincharacteristicsofbusinessnegotiationare:
forthepurposeofobtainingeconomicbenefits,valuingnegotiationasthecore,payingattentiontothestrictnessandaccuracyofcontractterms.Inbusinessnegotiation,negotiatorstrytheirbesttomaximizeeachother'
sinterestsandpraiseeachotherinlanguageexpressionbyreducingtheexpressionofideasthataredetrimentaltoothers,Minimizingself-interest,increasingmutualagreementasmuchaspossible,reducingtheresentmentofbothsidesandmaximizingtheirsympathy.Itishopedthatthisstudy,canmakepeoplebetterunderstandthecharacteristicsofinternationalbusinessnegotiationsandthecontentofpolitenessprinciplebetter,soastoreducemisunderstandingsandobstaclesininternationalbusinessnegotiationsandpromotetheachievementofinternationalbusinessnegotiations.
Keywords:
PolitenessPrinciple,BusinessNegotiation,Application
摘要
随着中国的经济日益强大,越来越多的国家和地区斗争先进入中国市场,国际商务合作数量大幅增加。
商务谈判作为商务合作中的重要组成部分,决定着商务合作能否达成,其重要性自然不言而喻。
然而地域差异、文化差异、语言不通、交流方式不同等诸多原因,往往会造成不必要的误会甚至影响商务合作的成功。
在对外贸易谈判中,商人不仅要坚持自己的意见,而且要互相尊重。
礼貌原则属于语用学的范畴,主要内容有:
得体和慷慨,赞美和谦逊,一致和同情。
商务谈判的主要特点是:
以获得经济利益为目的,以价值谈判为核心,注重合同条款的严密性与准确性。
在商务谈判中,谈判者在语言表达中尽可能以对方利益最大化,赞誉对方。
减少表达有损于他人的观点。
尽量减少表达利己的观点。
尽量增加双方的一致。
减少双方的反感,尽量增加双方的同情。
通过本研究,更加了解国际商务谈判的特点。
关键词:
礼貌原则,商务谈判,应用
Contents
Acknowledgements…………………………………………………………………………..I
AbstractinEnglish…………………...………………………………………………………II
AbstractinChinese……………………………………………...…………………………..III
TheApplicationofPolitenessPrincipleinBusinessNegotiation
1Introduction
Nowadayseconomiccooperationandbusinessexchangesbetweencountriesareveryoften,inordertopromotethesuccessofthenegotiations.Inadditiontoenablepartyaandpartyboftheagreementtoobtainmoresatisfiedrightsinthenegotiation,weshouldalsonoticethecooperationneedsbetweenpartyaandpartybinthenegotiation.In1975,theAmericanlinguistGriceproposedacriterionofCooperativePrinciplespeechcommunication,weoftensaythattheprincipleofcooperation.Hebelievesthatinorderthetellerandlistenershouldfollowsomeparticularlymethodstoenablepartyaandpartybtocommunicatewitheachothersothattheycanunderstandeachotherandmeettheinterestsofpartyaandpartybatthesametimetogetherinanylanguagecommunicationactivities.Thecooperativeprincipleexplainedsuccessfullyproducedindailylife,communicationbetweenpeoplewillalsousesomelanguageskills.However,inthecaseofdailyinterpersonalcommunication,somepeoplewouldignoretheseprinciplesinordertomeettheirownneeds,sotheresearchersproposedotheropinionsonthesecases.Inthe1970s,80sLeech(1983)fromtheAngleofsocialpsychology,putsforwardthepolitenessprinciple.Asabigcountryofetiquette,thesinceancienttimes,Chinahasitsownwayofusingpolitelanguageterms.Guyueguo'
sarticle"
politeness,efficiencyandculture"
in1992summeduptheprincipleofpolitenesswithChinesecharacteristics.
Businessdiscourse,asthemainlanguageofnegotiationbetweentradeparties,containsnotonlyabundantcommonbusinessterms,butalsoaseriesofprinciplesandStrategiesofbusinesslanguageexpression.Forbusinessnegotiationwithcomplexinterests,ontheonehand,bothsidesneedtoputasidedisputesandusepositivepragmaticexpressionstrategiestomeetthenegotiationandcooperationneedsoftheotherside.Ontheotherhand,weshouldadoptflexiblelanguageskills,rejectunreasonablebusinessrequirements,andfullysafeguardourowninterestsininternationalbusiness.Ininternationalbusinessnegotiations,politenessprinciplecanuseeuphemisticlanguageexpressionstrategytoeffectivelyensurethesmoothdevelopmentofbusinessnegotiationsbetweenthetwosides.
Inbusinessnegotiation,weshouldbepoliteandrespectful.Inthemeantime,thesecasesclearlyshowthatnotallproblemscanbesolvedwithpolitelanguage,andtheusingtherightrhetoricdoesn'
talwaysleadtothedesiredstate.However,inacertainsituation,eventhecorrectwayofexpressionwillappearevenmoreembarrassing.Whileusingproperexpressionduringnegotiations,weshouldusetheappropriatenessoflanguagereasonably.Prideandarrogance,rudenessandunreasonablenessareundesirable.Ifinsomespecialoccasionsalwaysusethecorrectwayofexpressionorusetomakeartificialmovementswillappearmorehypocriticalandembarrassed.
What'
smore,weneedtorealizethatculturesarealsodifferentindifferentethnicornationalbackgrounds.WhenaUScompanyvisitedChina,forexample,itcomplainedthatChineserepresentativeshadaskedthreetimesabouttheirwillingnesstoamendtheproposal.Asamatteroffact,theydonotknowthecorrectwayofexpressioninthecontextofChineselanguage,everythingwantstobedouble-checkedbeforeitcanbereceivedbybothparties.Itisinordertoexpressrespectforthem.AmericanandChineseexpressionsaredifferent.InAmericatheyexpresstherightlanguageinadirectway,goodisgoodandbadisbad.Theythinkitispolite,butitiseasyforustofeelstrangeandembarrassed.
Hence,ifwegraspthepolitenessprinciple,layemphasisoncorrectexpressioninformalcommunication.Studydifferentethnicgroups,differentcountriesanddifferentculturalbackgrounds.Sothatinbusinessnegotiations,theuseoftheseskillscanbeoursimpletoavoidunnecessarytroubleandconfusion.
2PolitenessPrinciple
2.1ThePrincipleofPoliteness
Differentlinguistsandscholarshavedefinedpoliteness.Holmes(1992)pointedoutthat"
politenessatthelinguisticlevelisachoiceoflinguisticform,whichisusedtoappropriatelyexpressthesocialdistanceandsocialstatusbetweenpeopleinordertosatisfyaperson'
spositiveandnegativeface."
Atthesametime,Chinaalsohassomelinguistswhostudypoliteness.HeZhaoxiong(1995)definedpolitenessisacommonsocialoccurrence,amethodtosolvetheharmoniousinterpersonalsimilarityandasocialcommunicationstandard,sopolitenessisextraordinaryandnormative.Politenessisessentiallyaphenomenonandacriterion.
Inthelate1970s,thewesternlinguistsbegantostudytheapplicationofpolitenessprinciples.Firstofall,LakoffbelievesthatGrice'
stheorycanbeunderstoodasaseriesofconciseandclearprinciples.Thenhefoundthatthepolitenessprincipledidnotalwaysexpressthemeaningclearly.Heputforwardhisownpointofview:
"
Politenessisoftenthoughttobemoreimportantthanclarityinconversationtoavoidverbaloffence.Thatistosay,eveninformalconversation,theexchangeofviewsshouldalsopayattentiontothemaintenanceandstrengtheningoftherelationshipbetweenpeople.Lakoffputsforwardtwoprinciplesofpragmaticcompetenceinhisarticle:
clarityexpressionandcourtesy.ThepolitenessprincipleistoexplaintheattitudeofpartyAtowardspartyB,sothepolitenessprinciplemustbeagreedbybothparties.Leech(1983)referredtoitas"
oneself"
and"
himself"
.Inconversation,"
generallyco
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