ApplicationofPolitenessPrincipleinBusinessNegotiation

毕业论文（设计）1.IntroductionIn business,it is mostly through negotiation that exporters and importers bridgethe difference and reach a fair and mutually satisfactory deal (Liao Ying,2004:1).Business negotiation plays an essential role in business,for the buyers and the sellersneed to communicate and negotiate before concluding a transaction.Business negotiation is a kind of economic activity through which the partiesinvolved seek the greatest gains.For the economic interest,both parties innegotiations have to compete against each other,but simultaneously have to cooperatewith each other.Therefore,in spite of competition,both parties endeavor to create andkeep the cooperative relationship through certain strategies and tactics.Language is a chief measure used in business negotiation.However,language isoften taken for granted perhaps because it is used every day,and its powers leftunexamined unless serious problems with its use arise.Negotiators may have theirattention focused on the more material aspects of an issue they are discussing,andneglect the fundamental role language is playing in the representation of the aspects.Yet if the language used is inadequate for its purposes,or the representation is at fault,the whole interaction may falter or fail.Successful negotiators do not take languagefor granted in the difficult and complex world of human interaction.Cohen Herbert,a famous American negotiating expert,points out that asuccessful negotiation does not mean "winning by defeating the other party,butwinning by getting what both parties want".Thus a harmonious,friendly and2