Accurate and appropriate pragmatics strategies play a significant role in cross-cultural business negotiation between exhibitors and buyers.Through the analysis of cross-cultural business negotiation dialogue between ...Accurate and appropriate pragmatics strategies play a significant role in cross-cultural business negotiation between exhibitors and buyers.Through the analysis of cross-cultural business negotiation dialogue between exhibitors and buyers in Canton Fair Cases,pragmatics strategies,on the basis of Cooperative Principle,Politeness Principle and Face Theory,can be obtained as follows.When negotiating over product,although Cooperative Principle is expected to be followed,exhibitors are more likely to break it and thus buyers are supposed to identify the authenticity of exhibitors'presentations.When negotiating over quote,both ex-hibitors and buyers are more likely to flout Cooperative Principle under some circumstances and therefore they should follow Politeness Principle and care of the other's face for win-win cooperation.展开更多
文摘Accurate and appropriate pragmatics strategies play a significant role in cross-cultural business negotiation between exhibitors and buyers.Through the analysis of cross-cultural business negotiation dialogue between exhibitors and buyers in Canton Fair Cases,pragmatics strategies,on the basis of Cooperative Principle,Politeness Principle and Face Theory,can be obtained as follows.When negotiating over product,although Cooperative Principle is expected to be followed,exhibitors are more likely to break it and thus buyers are supposed to identify the authenticity of exhibitors'presentations.When negotiating over quote,both ex-hibitors and buyers are more likely to flout Cooperative Principle under some circumstances and therefore they should follow Politeness Principle and care of the other's face for win-win cooperation.
