Contents

Acknowledgments

Abstract

摘要

Chapter One Introduction-1

  1.1 Background of the Study-1

  1.2 Significance of the Study-1

  1.3 Structure of the Thesis-1

Chapter Two Literature Review-2

  2.1 Previous Studies of Business Negotiation-2

  2.2 Introduction of Cooperative Principle-2

 2.2.1 The Maxim of Quality-3

 2.2.2 The Maxim of Quantity-3

 2.2.3 The Maxim of Relevance-4

 2.2.4 The Maxim of Manner-4

Chapter Three The Study on the Application of the Four Maxims in Business Negotiation-4

  3.1 Deviation of the Four Maxims-6

 3.1.1 Deviation of the Maxim of Quality-6

 3.1.2 Deviation of the Maxim of Quantity-6

 3.1.3 Deviation of the Maxim of Relevance-7

 3.1.4 Deviation of the Maxim of Manner-8

  3.2 Reasons for the Violation of the Maxims-8

  3.3 Other Factors Affecting Business Negotiation-9

 3.3.1 Politeness Principle-9

 3.3.2 Culture-9

  3.4 Strategies in Business Negotiation-9

 3.4.1 Being Silent-9

 3.4.2 Being Humorous-10

 3.4.3 Being Euphemistic-10

Chapter Four Conclusion-11

References-12

Abstract

The development of global economy makes the world trade more and more prosperous and frequent during recent years. The development of trade not only promotes the growth of the national economy, but also makes the relationship between different countries more close and friendly. However, starting from different parties' interests, the process of trade must be full of cooperation and conflict. So excellent business negotiation skills are particularly important at this time and it is also a kind of economic activity to a certain extent. People coming from different countries commit to achieve higher interests. How can they acquire the actual interests in the business negotiation? Generally speaking, cooperative principle is acknowledged as a principle of conversation of enhancing the mutual trust and understanding for the purpose of increasing the chances for communication success. Two parties are always willing to comply with the rules of cooperation when they can achieve common progress. However, some people violate the cooperative principle in a special situation. Therefore, special implicature will be produced in the conversation.

 The thesis focuses on the application of four maxims in business negotiation and it states and analyses the phenomena of violating the maxims of cooperative principle in business negotiation. Both sides should follow cultural and politeness principle. Strategies to deal with business negotiation are suggested. Negotiators should adopt the strategy of politeness, humor and euphemism, so that they can achieve success. 

Keywords: business negotiation;  cooperative principle;  other factors