OnModeofBusinessContractNegotiationandPolitenessStrategie1

mood,and syntax.Grice's Cooperative Principle,Leech's Politeness Principle and B L's FaceTheory serve as underlying principles in our analysis and the description of the case study.Basedon these theories,a careful case analysis of linguistic strategies of politeness in business contractnegotiation is made.It is hoped that this research will provide some guidelines for business negotiators to settledisputes and conflicts in business contract negotiation,assist them in creating a cooperativerelationship with each other through employing proper linguistic strategies of politeness theoryand finally improve the efficiency of business contract negotiation and realize the long termwin-win negotiation.Key Words:Business Contract negotiation,Negative Politeness,Positive Politeness:Politeness Principle目录摘要IAbstractⅡChapter One Introduction 11.1 Rationale of the study 11.2 Research Methodology 11.3 Data collection 1Chapter Two Literature Review 32.1 The Brief Survey of Business Negotiation 32.1.1 The Definition of Business Negotiation 32.1.2 The Principles of Business Negotiation 32.1.3 The Lan guage in the Context of Business Negotiation 42.2 Studies on the Development of Politeness Theories 42.2.1 Studies abroad 42.2.2 Studies at home 5Chapter Three Theoretical Foundations 83.1 Four Main Views of Politeness Theories 83.2 Grice's Cooperative Principle 83.3 Lakoff"s Theory of Politenes 8