【正文】 畢業(yè)論文(設(shè)計(jì))On the Strategies of Polite Language in Business Negotiation1. Introduction 12. Business negotiation and polite language 3 The definition of business negotiation 4 The definition of polite language 4 Relevant theories of politeness 5 The polite principle 5 The face theory 73. The strategies of polite language in business negotiation 9 Vagueness 9 Euphemistic presentation 12 Understatement 15 Compliment 184．The polite language in crosscultural business negotiation 205. Conclusion 22References 241. IntroductionPoliteness is a social phenomenon. It touches upon every aspect of life. It naturally es into theorist’s view in different perspectives. As regards polite principle, British linguist Leech proposes the polite principle on the basis of Grice’s cooperative principle. Polite principle includes tact maxim, generosity maxim, approbation maxim, modesty maxim, agreement maxim, and sympathy maxim. Levinson and Brown suggest the theory of face work. The polite language embodies polite principle. It transmits all kinds of information as a function of language, establishes and maintains the social relations with each other. It manifests itself not only into human daily life, but also into human politics, economy, culture and other social lives. Therefore politeness and its relevant language should be taken into account. With the constant development of the economic globalization, business contacts among nations get increasingly close. In particular, since China’s accession to WTO, the economic cooperation between China and the west bees more and more frequently. International business negotiation is one of the vital parts of role in the social life as well as the economic life. Negotiators from different cultural backgrounds have different values and thinking patterns, thus forming the various munication styles. Consequently, it is necessary to learn the cultures among all the countries and to get familiar with the cultural differences in the business activities. Business negotiation is a plex human activity, which plays an important role in economic interaction. It is also a process of information exchanged between two parties. It’s indeed worthwhile to study how negotiators get along with each other. In order to avoid the deadlock or failure of negotiation, the meditation of interpersonal relationship is one of the most important factors, which should not escape from our eyes. In the course of business negotiation, the harmonious, friendly and cooperative atmosphere can, in a way, better the negotiating conditions that deepen the negotiation going on smoothly. Between nativeEnglish speakers and nonnative English speakers, because of their different thoughts, rules of speaking and values, they will cause pragmatic failures. In the international negotiation, if two parties can’t form the same cultural background, it will be easy to cause negotiating failure. When someone speaks English fluently, but he still makes some pragmatic failures, he will be thought to be unprofessional negotiator. Many negotiators tend to make such mistakes. These mistakes result in negotiation being postponed or ended. Language es from culture. The using of language must obey cultural rules. Different countries have different cultures. It is difficult for negotiators to avoid facethreatening act in some cases as the cooperative principle supposes, so he is easy to threaten the other’s face. In this case, it is necessary for negotiators to use some appropriate strategies and polite language. Polite language strategies include vagueness, euphemistic presentation, understatement, and pliment. Polite language bees the argument point of the study of philosophers and linguistics. It not only deepens people’s knowledge greatly, but also inspires the researches on polite speech more systematically and academically. Up to now as a result they overlooked the usage of polite strategies in specific situation in business negotiation. Through the explication of politeness and its strategies attempt to reduce conflict and promote successfully cooperative chance in international business negotiation.2. Business negotiation and polite languageThis chapter will focus on what is business negotiation and polite language. In fact, business negotiation is an essential kind of economic activity through language. Whether it succeeds or not depends on the use of language. In business negotiation, both parties have to cooperate with each other as well as be petitive against each other. Either party will endeavor to win the most benefits while maintaining cooperation with each other. However, discrepancies and conflicts are inevitable in business negotiation due to the petitive economic interest of both parties. So it seems crucial for negotiators to find the way to balance petition and cooperation in business negotiation. Undoubtedly, this goal has to be achieved through the appropriate language, especially the polite language. According to above mention, it is known that the relationship between business negotiation and polite language is very closely. Therefore, it’s necessary to explain their definitions and some relevant theories of politeness. It’s useful for negotiators to apply to polite language in negotiation. The definition of business negotiation James Wall thinks that business negotiation is a process through which two or more parties coordinate an exchange of goods or services and attempt to agree upon rate of exchange for them (1985: 4)。 and Ways Max defines it as a process in which two or more parties, who have both mon interests and conflicting interests, put forth and discuss explicit proposals concerning specific terms of possible agreement (1979: 15). Wall and Ways Max say essentially there are no differences. It is a kind of municative process of economical activity. The primary objective may be an agreement or any other indigenous oute or resulting from the o