摘要

随着国际贸易往来频繁的同时，因为来自不同的文化国度，商务谈判双方经常会出现不愉快的场面。对于合作原则及其四个准则遵守与违反的把握不到位，是造成如此场面的主要原因之一。若要提高跨文化商务合作的成功率，合作原则成为亟需研究及解决的一个领域。目前，我国对跨文化商务谈判的注意事项多集中在礼貌原则上。对于谈判过程中，会话含义较少涉及。因此，本文通过几个典型的商谈案例，分析其在合作原则上，失败或成功的原因，并总结出，要成功达成跨文化合作，应该怎样把握的遵守与违反的标准，用以指导我们顺利的进行跨文化商谈。

关键词：合作原则，跨文化，商务谈判，遵守与违反

Abstract

As international trade happens frequently, business negotiations are easy to drop into unpleasant situations because the negotiators are from different culture. Negotiators fail to grasp the compliance and violation when using four categories of cooperation, which is one of the factors causing unpleasant situations. To increase the success of cross-cultural business cooperation, we should study and resolve the problems of cooperation principle. At present, works in our country take more attention to politeness principle, but less involved in conversational implicature. In view of this fact, the author wants to use the little to get the big. This article will analyze the importance of cooperation principle when negotiating through several typical cases. The research of the reason why we fail or get a success in intercultural business negotiation can help us grasp the standards in compliance and violations of CP (cooperation principle) and achieve a successful trade. It will guide us to do smooth cross-cultural negotiations.

Key words: cooperative principle，intercultural，business negotiation，compliance and violation

1  Introduction
Since 2001 December 11th, when China became the No. 143 member of WTO, cross-cultural business negotiation has been playing an increasingly important role in China's international trade enterprises. The cooperation principle in negotiations helps us understand how to have a reasonable and appropriate conversation to carry on a successful negotiation. The cross-cultural business negotiations are affected by both countries’ culture. The different countries’ culture can be divided into two types, "high context" culture and "low context" culture. People from "low context" country pay more attention to the specific objective details of, because they used to assume that the other party knows less about the object. While the "high context" culture country has a contrary opinion, they are accustomed to hiding part of their words, even the core meaning. For example, the North American culture is a low context culture, so people pay more attention to the event itself. They like speaking in a matter-of-fact voice, but rarely considering the environment and the relationship between people. They tend to convey his message directly by language .