OnModeofBusinessContractNegotiationandPolitenessStrategies

Numerous books have been published to offer guidelines for business negotiation,butthey rarely give attention to linguistic strategies in business negotiation.So thisdissertation aims to analyze linguistic realization of politeness in business negotiationwith regard to lexicon,tense,voice,mood,and syntax.Grice's Cooperative Principle,Leech's Politeness Principle and B L's Face Theory serve as underlying principlesin our analysis and the description of the case study.Based on these theories,a carefulcase analysis of linguistic strategies of politeness in business contract negotiation ismade.It is hoped that this research will provide some guidelines for business negotiators tosettle disputes and conflicts in business contract negotiation,assist them in creating acooperative relationship with each other through employing proper linguisticstrategies of politeness theory and finally improve the efficiency of business contractnegotiation and realize the long term win-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 4