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Case Study of Etiquette in Business Negotiation-礼仪在商务谈判中的案例分析 [7]

论文作者:英语论文论文属性:学期论文 termpaper登出时间:2014-03-31编辑:caribany点击率:9941

论文字数:5074论文编号:org201403311026422493语种:英语论文 English地区:英国价格:免费论文

关键词:Etiquette in Business Negotiation商务谈判礼仪Case Study案例分析international business

摘要:In business negotiation, both parties are not only for their own benefits but also for their mutual benefits, so both parties should pay much attention to the manners in the business negotiation, especially for the host party. 在商务谈判中,双方不仅是为了自己的好处,同时也为他们的共同利益,因此双方应重视商务谈判中的礼仪,特别是对主人一方。

nition of politeness principle in language study could be:“how languages express the social distance between addressors and     their different role relations. Politeness provides a missing link between the cooperative principles and solves the problem of how to relate sense to the effect of a speech act. The observance of the politeness principle is a basic requirement to achieve the intended goal of the conversation, and the breach of this principle often leads to undesirable consequences. As a widely acknowledged principle in communication and a constant background to be considered, politeness can demonstrate the social distance and status, establish one’s good impression, and at least save face. Thus politeness theory is crucial in explaining why sometimes people are indirect in conveying what they mean and satisfactorily explaining some exceptions to any apparent deviations from the cooperative principle.

The illocutionary acts bringing about by the utterance involve two factors: Benefit and cost. Some speech acts has the property of face threatening while some are impolite in its inherent nature, such as order, demand, and threat, yet the speech acts of representative and declaration have no relationship with the politeness at al1. For
Instance, if the addressor asks the addressee to perform certain tasks for him, the benefit side will be the addressor and at the same time, the side which suffers the cost is the addressee. On the contrary, if the addressor initiatively works for the addressee, the benefit side will be the latter and the addressor is suffering the cost. Of course, the benefit and cost here is in the broadest sense, not the specific meaning in material. 
Face is an image of self delineated in terms of approved social attributes. They incorporate the notion of face into their theory of linguistic politeness, seeing it as a binary concept consist of negative and positive face. When an addressor is too assertive, the addressee’s negative face may be under threat, thus imposing upon the addressee’s own opinions, or the addressee’s positive face may be threatened when an addressor insults the addressee. Similarly, an illocutionary act may be damaging an addressor’s own negative face when he is forced to make an involuntary offer or promise,or the addressor’s positive face may be on the line when he has to admit a mistake. Two kinds of politeness, negative an d positive,can then be adopted so as to avoid doing face—threatening acts baldly, that is, politeness may be used to counteract the threat that face threatening acts may impose.
Next are some points should be noticed for the etiquette. In social situation, the decent appearance is a kind of politeness, and affects the interpersonal relationship in some extent. Appearance mostly focuses on clothing, and clothing should comply with “TPO” principle, which means “Time, Place, and Object”4. Commonly, clothing should be at the right time, right place and in line with your object, and then that will be a right and perfect appearance. Especially, in business negotiation, the appearance should be noticed, for it is very formal. For male, in formal occasions, males always wear business suit. The colors of suit top and suit pants should be the same, and for the suit, shirt, and tie, at least two of them should be with the plain color. The clothing for females’ is not the same as males’, but should be flexible to bring the proper 论文英语论文网提供整理,提供论文代写英语论文代写代写论文代写英语论文代写留学生论文代写英文论文留学生论文代写相关核心关键词搜索。

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