Abstract: Along with the development of globalization, international trade has become increasingly frequent. As its premise, international business negotiation is the main content of international business activities. It plays a decisive role in international business activities. In  international business negotiations, a series of problems will appear. In order to coordinate the interest and reach the agreement in the negotiations, we need to use some strategies and skills. From the perspective of pragmatic strategies, the application of cooperative principle and politeness principle promotes international business negotiation smoothly. This paper aims to study how to effectively use the politeness principle and the cooperative principle in business activities when English as the dominant language, and to promote the international business negotiation through avoiding some common problems in international business negotiations.

Key words: politeness principle; cooperative principle; international business negotiation

Contents

Abstract

中文摘要

1.-Introduction-4

2.-The Linguistic Features of Cross-Cultural Business Negotiations-6

2.1 Objectivity-6

2.2 Pertinence-7

2.3 Logic-7

2.4 Accuracy-7

2.5 Flexibility-8

3.-Politeness Principle and Cooperative Principle-8

3.1 Politeness Principle-8

3.2 Cooperative principle-9

3.3 The relationship between politeness principle and cooperative principle-10

4.-The Application of Politeness Principle and Cooperative Principle in Cross-Cultural Business Negotiations-11

4.1 The Application of Politeness Principle in Cross-Cultural Business Negotiations-11

4.1.1 Lexical Items-11

4.1.2 Syntax-14

4.1.3 Tense, Voice and Mood-16

4.2 The Application of Cooperative Principle in Cross-Cultural Business Negotiations-19

4.3 The Application of Both Politeness Principle and Cooperative Principle in Cross-Cultural Business Negotiations-21

5.-Conclusion-23

References