摘要：由于今天的国际贸易与经济快速发展，对从事商务谈判的人来说，学习掌握其理论知识与技能策略是非常必要的。而礼貌原则的提出就是商务谈判的一大亮点。它在商务谈判中多处可见，如礼貌用语、商务礼仪、语言技巧等。总之，礼貌原则在商务谈判中的运用要求我们在有关技巧、策略、能力的基础上做到随机应变、以便具体问题具体分析。

关键词：商务谈判；礼貌原则；商务礼仪

Contents

Acknowledgements

摘要

Abstract

1.Introduction1

1.1Purpose and Significance of the Research.1

1.2Research Framework2

2.Literature Review.2

2.1Definition of Politeness Principle 3

2.2 Researches on Politeness Principle abroad5

2.3Researches on Politeness Principle at Home.5

3.The principle of Politeness in International Business Negotiation6

3.1Positive Politeness Strategies 6

3.2Negative Politeness Strategies7

4.Research questions and methodology.7

4.1Research Questions7

4.2Research Methodology.8

5.Findings and discussion of politeness principle in the business negotiation.8

5.1The differences between Chinese and Western Politeness Principles . .8

5.1.1Different strategies in language.9

5.1.2Different strategies in culture10

5.2The similarities between Chinese and Western Politeness Principles11

5.3Application of politeness principle in the business negotiation.13

6.Conclusion 17

References.18