摘要

在商务谈判中，礼貌用语以其独有的特点和规律对谈判的成功起着相当重要的作用。礼貌是人类社会文明的标志，如果我们掌握了礼貌用语并能够灵活的运用在商务谈判中，这将起到至关重要的作用。杰弗里 利奇的礼貌原则中说到在交际中我们首先考虑的不一定是合作原则，而是礼貌原则。在礼貌原则的指导下，谈判人员的言语表达要根据情况而变化，针对不同的谈判对象而运用语言策略。 在商务谈判过程中，成功的语用策略无疑起着积极的作用。 本文尝试从英语语用学研究的角度来探究国际商务英语中礼貌用语的重要性及相应的语用策略。

关键词：商务谈判；礼貌用语；礼貌原则
 
Abstract

In business negotiations, polite expression is playing an important role to make the negotiation success with special features and rules. Polite is a civilized sign of human society. It is important for us to master the polite expressions well and apply them flexibly in business communication. In the negotiation, our first consideration is not the principles of cooperation, but the politeness principles of Geoffrey Leech. Under the guidance of the politeness principles, the expressions of negotiators should change in the different circumstances, and the language strategies changed according to the different negotiating partners. It is undoubted that the successful pragmatic strategies play an active role in the business negotiation. In this thesis, the author will attempt to explore the importance of English polite expressions and pragmatic strategies in the international business from the view of the English pragmatics studies.

Keyword：business negotiations；polite expression；politeness principles

1. Introduction
1.1 Introduction of Politeness
Politeness can be understood as a social phenomenon, a means to achieve good interpersonal relationships, and a noun imposed by social conventions. So it is phenomenal, instrumental and normative by nature. Politeness is universal, which is interpretable in various ways. It can be observed as a phenomenon in all cultures, be resorted to by speakers of different language as a means to an end and be recognized as a norm in all societies. Politeness is an attitude of a man to anther, and it involves the both sides. The both sides refer to “oneself” and “other”. In a talk, “oneself” in general refers to the speaker, and “other” may indicate the listener or other presence or absence person. So the speaker displaying politeness may aim at the listener or others.
“The best expression of politeness is as the practical application of good manners or etiquette. There are judgment standards in different cultures, and the standards can be traced to the origin of the notion of politeness in different cultures.