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1、·英語(yǔ)合同談判技巧模式探究AThesisSubmittedinPartialFulfillmentoftheRequirements摘要商務(wù)談判本質(zhì)上是一種運(yùn)用語(yǔ)言進(jìn)行經(jīng)濟(jì)的活動(dòng)。它的成功與否依賴于語(yǔ)言的運(yùn)用。在商務(wù)合同談判中，談判雙方既相互競(jìng)爭(zhēng)又要相互合作。在保持合作關(guān)系的前提下，每一方都會(huì)想方設(shè)法地去贏取自身的最大利益。然而商務(wù)合同談判中由于雙方利益對(duì)立的關(guān)系，沖突和爭(zhēng)端是不可避免的。所以怎樣平衡談判中的競(jìng)爭(zhēng)和合作，對(duì)談判者來(lái)說(shuō)是非常重要的。這需要通過(guò)使用恰當(dāng)?shù)恼Z(yǔ)言來(lái)實(shí)現(xiàn)，尤其是使用禮貌語(yǔ)言。許多學(xué)者從心理學(xué)、經(jīng)濟(jì)學(xué)的角度對(duì)商業(yè)談判所需的技巧作了深入研究，但從語(yǔ)言學(xué)的角度來(lái)闡
2、釋語(yǔ)用策略對(duì)商務(wù)談判的影響這方面的研究不多見。本論文希望通過(guò)從詞匯、時(shí)態(tài)、語(yǔ)態(tài)和句法方面對(duì)商務(wù)談判中禮貌語(yǔ)言和策略進(jìn)行研究，來(lái)對(duì)這一領(lǐng)域的研究做出一點(diǎn)貢獻(xiàn)。本論文結(jié)合了格賴斯的合作原則、利奇的禮貌原則、布朗和萊文森的面子理論這三種理論對(duì)商務(wù)談判中的案例進(jìn)行比較詳細(xì)全面的研究和探討。希望該項(xiàng)研究能夠給商務(wù)談判者提供一些規(guī)則和指導(dǎo)，幫助他們更好地解決談判中遇到的沖突和爭(zhēng)端，并幫助他們運(yùn)用恰當(dāng)?shù)亩Y貌語(yǔ)言和策略去創(chuàng)造一種和諧合作的關(guān)系進(jìn)而推動(dòng)談判的順利進(jìn)行，最終實(shí)現(xiàn)商務(wù)合同談判的高效和雙贏。關(guān)鍵詞:商務(wù)口語(yǔ)談判;消極禮貌;積極禮貌;禮貌原則AbstractBusinesscontract
3、negotiationisessentiallyakindofeconomicactivitythroughlanguage.Whetheritsucceedsornotdependsontheuseoflanguage.Inbusinessnegotiation,bothpartieshavetocooperatewitheachotheraswellasbeingcompetitiveagainsteachother.Eitherpartywillendeavorto,winthemostbenefitswhilemaintainingcooperationwitheacho
4、ther.However,discrepanciesandconflictsareinevitableinbusinessnegotiationduetothecompetitiveeconomicinterestofbothparties.Soitseemscrucialfornegotiatorstofindthewayofbalancingcompetitionandcooperationinbusinessnegotiation.Undoubtedly,thisgoalhastobeachievedthroughtheappropriatelanguage,especia
5、llythepolitelanguage.Numerousbookshavebeenpublishedtoofferguidelinesforbusinessnegotiation,buttheyrarelygiveattentiontolinguisticstrategiesinbusinessnegotiation.Sothisdissertationaimstoanalyzelinguisticrealizationofpolitenessinbusinessnegotiationwithregardtolexicon,tense,voice,mood,andsyntax.
6、Grice'sCooperativePrinciple,Leech'sPolitenessPrincipleandB&L'sFaceTheoryserveasunderlyingprinciplesinouranalysisandthedescriptionofthecasestudy.Basedonthesetheories,acarefulcaseanalysisoflinguisticstrategiesofpolitenessinbusinesscontractnegotiationismade.Itishopedthatthisresearchwillprovideso
7、meguidelinesforbusinessnegotiatorstosettledisputesandconflictsinbusinesscontractnegotiation,assistthemincreatingacooperativerelationshipwitheachotherthroughemployingproperlinguisticstrategiesofpolitenesstheoryandfinallyimprovetheefficiencyofb
