礼貌原则在国际商务谈判中的应用.docx
- 文档编号:25878725
- 上传时间:2023-06-16
- 格式:DOCX
- 页数:15
- 大小:25.02KB
礼貌原则在国际商务谈判中的应用.docx
《礼貌原则在国际商务谈判中的应用.docx》由会员分享,可在线阅读,更多相关《礼貌原则在国际商务谈判中的应用.docx(15页珍藏版)》请在冰豆网上搜索。
礼貌原则在国际商务谈判中的应用
TheApplicationofPolitenessPrincipleinInternationalBusinessNegotiation
礼貌原则在国际商务谈判中的应用
Contents
Abstract
Businessnegotiationisakindofeconomicactivityinwhichthepartiestrytoreachanagreementandseekforthesolutionstosomeproblemsthroughlanguage.Therefore,theuseoflanguagelargelydeterminesthesuccessofthebusinessnegotiation.Amongthem,PolitenessPrincipleasaneffectivemethodiswidelyusedinbusinessnegotiation.TheapplicationofPolitenessPrincipleinbusinessnegotiationcanenhancethemutualtrustandincreasetheoddsfornegotiationsuccess.
Thisthesisdealswithhowtoappropriatelyapplypolitenessstrategies,suchasvaguenesseuphemism,understatementandsoforth,intobusinessnegotiationbyanalyzingthelanguagefeaturesofbusinessnegotiationandpolitenessprinciple.
Keywords:
businessnegotiation,PolitenessPrinciple,application
摘要
商务谈判是一种为了达到协议或寻觅问题的解决办法,谈判人员通过语言进行的经济活动。
因此,在专门大程度上,语言的应用决定了谈判的有效性。
其中,礼貌原则在商务谈判中应用普遍,是一种有效的方式。
商务谈判运用礼貌原则能够增进彼此信赖,增加谈判的成功概率。
本文通过度析商务谈判的语言特点和礼貌原则,论述模糊表达,委婉暗示等礼貌原则如安在商务谈判中的取得合理运用。
关键词:
商务谈判,礼貌原则,应用
Chapter1Introduction
1.1BackgroundoftheThesis
Withthedevelopmentoftheglobalizationandtheflourishoftheinternationaltrade,businessnegotiationplaysanincreasinglyimportantroleinbusiness.Businessnegotiationisaneconomicactivityinwhichbothsidestrytheirbesttomaximizetheirbenefits.Foreconomicinterest,bothsidesononehandcompeteagainstorevencomeintoconflictswitheachotherandontheotherhandtheyhavetocooperatewitheachothertoreachanagreementandachievetheirgoal.Thus,despitethecompetitionandconflict,theytrytosetupaharmoniousatmospherebymeansofvariousstrategiesandtactics.
Essentially,businessnegotiationisakindofeconomicactivitythroughlanguage.Whetheritwillsucceedrelieslargelyontheuseoflanguage.Languageisaprimaryeffectivewayoftenusedinbusinessnegotiation.Inmostcases,negotiatorsattachmuchimportancetotheissuetheyarediscussingandoverlookthebasicandcriticalroleoflanguageinbusinessnegotiation.Skillfulandsuccessfulnegotiatorsarequiteparticularabouttheirlanguageusedinbusinessnegotiation.
Someeffectivestrategiesandtacticsoflanguagecanbeemployedtofacilitatethenegotiation.Amongthem,PolitenessPrincipleisaneffectivenegotiationstrategy.
1.2SignificanceoftheThesis
Inviewofthevitalroleofpolitenessinbusinessnegotiation,itisrequiredthatnegotiatorsshouldknowhowtoapplypolitenessprincipleinbusinessnegotiationproperly.Hopefully,thisstudycanprovidesomepracticalandusefulsuggestionsandguidanceforbusinessnegotiators,helpingthemsmmotheoverdisagreementandconflictsinbusinessnegotiation,creatcooperativeandcomfortablenegotiationatmospherebyapplyingpolitenessstrategiesandeventuallyachieveawin-winbusinessnegotiation.
1.3StructureoftheThesis
Thelayoutofthethesisisorganizedasfollows.Thefirstchaptergivesabriefintriductiontothewholethesis.ThesecondchapterconcentratesonthedefinitionofPolitenessPrincipleanditsmaxims.ThethirdchapterdescribeshowPolitenessPrincipleworksinbusinessnegotiationwiththeapplicationofpolitenessstrategies.ThefourthchapterdiscussesabouttheinfluencesofPolitenessPrincipleonbusinessnegotiation.Thelastchapterdrawsaconclusion.
ChapterTwoPolitenessPrincipleandRelevantTheories
2.1PolitenessPrincipleanditsMaxims
Politenessisthesymbolofhumancivilizationandcriterionofsocialactivities.Asacommonsocialphenomenoninlanguagesandcultures,itdrawsmuchattentionfromthelinguisticscholars,whohavemadealotofstudiesonitfromvariousperspectives.“Weusuallytrytoavoidexposingotherpeople’sweakness,orraisingheatedcontroversy,unlesswearesurethatitwillnotaffecttheattitudeofotherstowardsusorweareindifferenttotheiropinions”(Hudson,1985:
115).Politenessisacombinationofinterpersonalconsiderationandlinguisticinteractions,promotinginterpersonalrelationshiptoachievetheirgoals.PolitenessPrinciplespecifiesthatspeakersshouldexpressthemselvesandtalktootherspolitelyandindirectlyforfearofhurtingothers’feelingandmakingthemloseface.Therefore,consideringpoliteness,peopleshouldobeyPolitePrinciplewhiletalking.
GeoffreyLeech(1983:
56)dividesthePPintosixmaximsasfollows:
(1)TactMaxim(inimpositiveandcommissive):
a.Minimizecosttoother
b.Maximizebenefittoother
(2)GenerosityMaxim(inimpositiveandcommissive):
a.Minimizebenefittoself
b.Maximizecosttoself
(3)ApprobationMaxim(inexpressiveandassertive):
a.Minimizedispraiseofother
b.Maximizepraiseofother
(4)ModestyMaxim(inexpressiveandassertive):
a.Minimizepraiseofself
b.Maximizedispraiseofself
(5)AgreementMaxim(inassertive):
a.Minimizedisagreementbetweenselfandother
b.Maximizeagreementbetweenselfandother
(6)SympathyMaxim(inassertive):
a.Minimizeantipathybetweenselfandother
b.Maximizesympathybetweenselfandother
Tosumup,Leech’sPPmaximsadvocatesminimizingexpressionsofimpolitebeliefsandmaximizingexpressionsofpolitebeliefs.Thesixmaximsshouldbeobservedininterpersonalcommunication.Inthefollowingdiscussion,someofthemaximswillbeappliedinbusinessnegotiation.
2.2FaceTheory
“Face”isthecentralconceptofPolitenessPrinciple.Brown&Levinson(1987)developedthefacetheory.“Faceisthepublicself-imagethateverymemberwantstoclaimforhimself.Itisemotionallyinvestedandthatcanbelost,maintained,orenhancedandmustbeconstantlyattendedtoininteraction”(Brown&Levinson,1987:
61).FaceincludesPositiveFaceandNegativeFace.
PositiveFacemeanstheneedtobeacceptedbyothersbutNegativeFacereferestotheneedtobefree,tobeindependentandnottobecontrolledbyothers.Normally,thetwopartiesofcommunicationshouldstrivetosavetheother’sfacebecasueifonepartylosesfaceincommunication,itwillleadtothelossoftheother.BrownandLevinson(1987:
65)assumedthatallspeechactsareface-threateningacts(FTA).
Theface-threateningactalwaysputsathreattocommunication.Thus,itisneccessaryforpeopletocopewithitproperlybyemployingeffectivemeasuresandstrategiestoavoidthelossoffaceincommunication.IfpeoplecandealwithFTAproperly,theywillcommunicatesuccessfully.BusinessnegotiationwillbenefitalotfromanappropriateapplicationofFTAtheory
2.3PolitenessStrategies
BrownandLevinson(1987:
67)putforwardfourtypesofpolitenessstrategies:
baldonrecord,negativepoliteness,positivepolitenessandoff-record(indirect)strategy.
Thebaldonrecordstrategywhichdoesn’ttrytominimizethethreattothelistener’sface.Thestrategyisoftenusedincasesinwhichthespeakerknowsthelistenerwell.Itispossiblethatthelistenerwillbeastonishedoruneasybythisstrategy.Forexample,thebaldonrecordstrategycanbeusedtotellyourfather“Ifailedinthedrivingtestagain.”
Thepositivepolitenessstrategytriestominimizethethreattothelistener’spositivefacebyshowingfriendliness.Thisstrategyisusuallyusedbythespeakertospeaktothelistenerswhoareveryfamilarwitheachother.Thepositivepolitenessstrategycanbeutilizedtoissuearequest“Itwouldbewonderfulifyoucancleanthehouseforme.”
Thenegativepolitenessstrategyisintendedtoavoidoffensebyshowingunderstandingandrespect.Itincludesquestioning,hedging,apologizingandexpressingdisagreementsasopinions.Forexample:
Wouldyoutellmethewaytothepostoffice?
I’msorryfordisturbingyou.
IfIwereyou,Iwouldn’tgiveuptheplan.
ThelastpolitenessstrategypresentedbyBrownandLevinsonistheindirectoroff-recordstrategy,whichusesindirectlanguageandprotectthelistenerfrombeingimposed.Forexample,aspeakerusingtheindirectstrategymaysay“It’salittlehotintheroom.”,implyingthatitwouldbegoodifthelistenercouldgoandopenthewindoworturnontheairconditionerwithoutgivingadirectordertothelistener.
2.4CooperativePrinciple
Aconverstioncanneversucceedwithouttheparticipators’interactionandcooperation.Peoplemakeconversationsinacooperativeway,whichisnamedCooperativePrinciple.CooperativePrincipleisfirstlyputforwardbyHerbertPaulGrice.“TheCooperativePrinciple:
Makeyourconversationalcontributionsuchasisrequired,atthestageatwhichitoccurs,bytheacceptedpurposeordirectionofthetalkexchangeinwhichyouareengaged.”(Grice,1975).
Allthesetheoriesandprinciplescanbeappliedtobusinessnegotiationandtheywillbebeneficialtothesuccessofbusinessnegotiation.Griceassumesthatinconversations,speakersandlistenersalwaystrytocooperatewitheachotherandshareacooperativeprinciple.Speakersdotheirbesttomaketheiruntterancesunderstoodbythelistener.TheCooperativePrincipleinvolvesfourmaxims,thatis,quality,quantity,relevanceandmanner.
(1)TheMaximofQuality:
donotsaywhatyoubelievetobefalse;donotsaywhatyoulackevidencefor.
(2)TheMaximofQuantity:
makeyourcontributionasinformativeasrequired;donotmakeyourcontributionmoreinformativethanrequired.
(3)TheMaximofRelevance:
berelevant.
(4)TheMaximofManner:
avoidobscurityandambiguity.
Communicationmeanstheactofsendingandreceivingofmessageandtheverbalunderstandingformedbetweenthespeakerandthelistener.Abusinesscommunicationactivityconsistsofinternaloperationalandexternaloperationalcommunications.Effectivebusinesscommunicationisinseparab
- 配套讲稿:
如PPT文件的首页显示word图标,表示该PPT已包含配套word讲稿。双击word图标可打开word文档。
- 特殊限制:
部分文档作品中含有的国旗、国徽等图片,仅作为作品整体效果示例展示,禁止商用。设计者仅对作品中独创性部分享有著作权。
- 关 键 词:
- 礼貌 原则 国际 商务 谈判 中的 应用