Abstract

 Nowadays, the development of the social, political and economic communications between different countries become more and more frequently. Actually the communication between people from different countries is the communication between people from different cultural politeness. The politeness is the first problem we must consider to reach a successful communication.

The meaning of this thesis is with the rapid development of world economy and trade, it is becoming more and more frequently that use English as working language of the international trade negotiations. In the process of negotiation, the application of politeness principle affects the result of negotiation directly. Therefore, according to different situation of foreign trade business negotiations, we should use the politeness principle of business English negotiations correctly. We can use politeness principle under the "lubricant" strategy flexibly to avoid conflict and waiting time in the negotiation. We can adopt the "catalyst" strategy to break the limitation and accelerate process of the negotiation.

     During the foreign trade business negotiations, negotiators should not only have the relevant knowledge of foreign trade business and laws but also know well in the application of business English. The application of business English affects the result of negotiation directly. This thesis begins with pragmatics，and analyses the importance of politeness principle in foreign trade negotiation comprehensively and discusses the politeness principle and strategies of language usage.

Keywords: foreign trade; business negotiation；politeness principle；

cross-cultural communication

Contents

Abstract

摘要

1. Introduction-1

2. The application of politeness principles-1

3. The importance of politeness principle in foreign trade negotiations-5

4. The "lubricant" strategy of politeness principle-6

4.1 Avoidance strategy-6

4.2 Bypass Strategy-7

4.3 Thinking from another way Strategy-7

4.4 Incentive strategy-8

5. The catalyst strategy of politeness principle-8

5.1 Vague language strategy-8

5.2 Positive language strategy-9

5.3 “Yes but”strategy-9

5.4 Exploratory questioning strategy-10

6. Conclusion-11

Works Cited-12