摘  要

商务谈判作为经济活动的起点,对交易能否成功发挥了重要作用。而礼貌原则在商务谈判中扮演了一个非常重要的角色，礼貌用语在商务谈判无处不在。比如谈判者初次见面时需要礼貌性问候能给对方留下良好印象，谈判期间的礼貌用语也能使谈判进行的更加顺利，最终签订合同时以文明礼貌的话语结束此次谈判方便建立下一次的合作关系。礼貌用语在商务谈判中的功能十分强大，有利于维护面子、有利于建立合作、有利于融洽气氛、有利于策略变通、有利于利益维护等等。合理的礼貌用语可以让对方感到舒适，以此让对方接受我们的观点。而当我们在谈判中持有不同意见时，礼貌用语的合理灵活使用还可以避免直接的正面冲突。礼貌的话语也可以解除双方之间的矛盾,然后建立长期友好的合作关系。

关键词: 礼貌用语; 商务谈判; 礼貌原则

Abstract

   As the starting point of economic activities, business negotiation has played an important role to the success of the business. The politeness principle in business negotiation always plays a very important role, the politeness principle in business negotiations can be found everywhere. When two sides of negotiators meet for the first time, polite language can make a good impression of each other. During the negotiation, polite language can make the negotiation more smoothly. In the end, when signing a contract, polite language can promote next cooperation. It always has several functions, such as: save the face, establish the cooperation, creating harmonious atmosphere, make a flexible strategy, maintain their own profits etc. We often use appropriate politeness strategies to make others feel comfortable to accept our opinions. When we have different opinions in the negotiation, the politeness strategies of reasonable and flexible use can avoid the direct positive conflict, keep peaceful and build the harmonious negotiation atmosphere when we are negotiating. Polite language also can dissolve the contradiction between two sides of negotiators and then establish the friendly and long term cooperation relationship.

Key words: polite language; business negotiations; politeness principle