摘要
商务谈判,是一种为了达成协议或寻求解决问题的方法,也是在谈判人员之间进行的交谈、讨论、阐述乃至质疑、争辩的过程.谈判的任何一方在与对方合作的同时,都力图赢得最大利益.因此,使用有效的谈判策略是必要的.其中,礼貌原则策略在商务谈判中应用极为广泛的,也是一种行之有效的方法.礼貌语言策略能增加谈判者之间的信任度,提高谈判中的自觉性,增加谈判成功的机会,本文试从商务谈判的例子中分析礼貌策略的合理运用,及其恰当表达方式.
Business negotiation is a process in which at least two or more parties with common and conflicting interests try to reach an agreement of mutual benefits. It is essentially a kind of verbal communication activity. Whether it will succeed depends largely on the use of language. Both parties involved will endeavor to win the most benefits while maintaining cooperation with each other. Therefore it is necessary to adopt the appropriate language strategies. Among them, politeness strategy is the most commonly used one that contributes to a successful business negotiation. Politeness strategy can enhance the mutual trust and understanding among negotiators so as to increase the odds for negotiation success. This paper attempts to highlight the politeness theory and analyze its application in business negotiation.
出处
《南华大学学报（自然科学版）》
2005年第F09期150-156,共7页
Journal of University of South China：Science and Technology
关键词
商务谈判
礼貌策略
面子威胁论
语用策略
business negotiation
politeness principle
FTA
pragmatic strategy
