Abstract Under the environment of globalization of world economy, there are increasing economic activities between countries. Based on this phenomenon, by exploring that how language is used in business communication, the writer finds out that Politeness Principle proposed by Leech plays an important role in business communication. Politeness Principle provides two or even more negotiating parties with more effective standards to communicate in order to get win-win results. Afterwards, through the analysis on the application of Politeness Principle, the writer comes out with some conclusions about some useful skills and matters that need to be paid attention to in business communication environment.59922

Keywords: politeness principles; business negotiation; pragmatic analysis

摘要在世界经济全球化的大环境下，各个国家之间商务交流越来越频繁。本文作者基于此商务交流现象对商务谈判中的语言使用进行探究，发现由Leech提出的礼貌原则在国际商务谈判中起到重要作用，礼貌原则为谈判双方提供了更有效的交流准则。因此对礼貌原则在商务谈判中的运用进行分析，最终通过分析各个原则总结出在商务谈判中礼貌原则的使用技巧以及一些注意事项。

毕业论文关键词：礼貌原则；商务谈判；语用分析

Contents

1. Introduction 1

2. Literature Review 2

2.1 The Definition of Politeness 2

2.2 Development of “Politeness Principle” 2

2.3 Leech’s “Politeness Principle” 3

3. Analysis of Leech’s Politeness Principle in Business Negotiation 4

3.1. Tact Maxim 5

3.2. Approbation Maxim 6

3.3 Modesty Maxim 7

3.4 Agreement Maxim 8

4. Suggestions for Politeness Principle in Business Negotiation？ 9

4.1 Suggestions from Tact maxim 9

4.2 Suggestions from Approbation maxim 10

4.3 Suggestion from Modesty Maxim 10

4.4 Suggestions from Agreement maxim 11

5. Conclusion 12

1. Introduction 

To resist the backdrop of growing economy and trade globalization, communication between countries is more frequent than before, which also let business negotiation take a great proportion in international communication then ever. Today, the increasing interdependence of people within organizations requires that people need to know how to integrate their interests and work together across business units and units and functional areas. Negotiations are required everywhere. Thus negotiation is a very hard process where conflicts and compromises coexist.

The definition of negotiation is the process that “interested parties resolve disputes, agree upon courses of action, bargain for inpidual or collective advantage, and/or attempt to craft outcomes which serve their mutual interests. It is accepted by people that without business negotiation, economic action could not keep on going” (Wang Hongliang& Li Junfan, 2007: 156).

Moreover, the increasing degree of specialization and expertise in the business world indicates that people are becoming more and more dependent on others to supple the components for a complete service or product. Under these conditions, negotiators need to know how to develop their own interests while simultaneously creating joint value for their organizations. All these needs negotiations. And negotiators also need to learn negotiation skills that can be successfully employed with people of different nationalities, backgrounds and styles of communication (Wang Hongliang& Li Junfan, 2007: 157).