委婉语在商务谈判中运用的研究

xxx师范学院本科生毕业论文AStudyontheApplicationsofEuphemismsinBusinessNegotiations委婉语在商务谈判中运用的研究院系外国语学院专业英语（应用英语方向）学生班级xx级xxx班姓名xx学号xxxxx指导教师单位外国语学院指导教师姓名xxx指导教师职称xxxxAStudyontheApplicationsofEuphemismsinBusinessNegotiationsAuthor:xxxClass:xxx-xxx,Major:English(AppliedEnglish)Supervisor:xxxxAbstractThisthesismainlyanalyzestheapplicationsofeuphemismsinbusinessnegotiationsandtheireffectsonthebasesofBrownandLevinson’sFaceTheoryandLeech’sPolitenessPrinciple.TheauthorputsforwardRemedialStrategy(Usingeuphemismsproperly)tohelpthenegotiatorsimprovetheprobabilityofsuccessfulbusinessnegotiations.Themainaimofthisthesisistoshowtheimportanceofhowtouseeuphemismsproperlyinbusinessnegotiationsthroughresearchingthefactorsinfluencingthebusinessnegotiations.Theauthoranalyzestheapplicationformsofeuphemismsinbusinessnegotiationsandillustratestheeffectstheybring.Itusesthemethodsofdataanalysis,comparison,literatureresearchanddescriptiveresearchandsoon.Besides,thethesispointsouttheproblems,whichshouldbeconcernedinusingtheeuphemismsaccordingtotheeffectsthattheeuphemismsbringtothebusinessnegotiations.Keywords:euphemisms,businessnegotiations,applications,effects委婉语在商务谈判中运用的研究作者：xxx班级：xxx级xxx班专业：英语（应用英语方向）指导老师：xxx摘要本论文主要是在Brown和Levinson的“面子论”和Leech的礼貌原则的基础上分析委婉语在商务谈判中的运用以及其影响。作者提出补救策略（正确使用委婉语）来帮助谈判人员提高商务谈判的成功率。本论文的主要目的是通过研究如何正确使用委婉这个影响商务谈判的因素来说明在商务谈判中使用委婉语的重要性。作者分析了委婉语在商务谈判中的运用方式，且说明了运用它们带来的影响。本论文运用了资料分析法、对比法、文献研究法、描述性研究法等方法。此外，本论文根据在商务谈判中委婉语带来的影响指出了在使用委婉语时应该注意的问题。关键词：委婉语，商务谈判，运用，影响Contents1.Introduction……………………………………………………………………12.LiteratureReview………………………………………………………………22.1ForeignResearches…………………………………………………………22.2DomesticResearches………………………………………………………33.TheoreticalBases………………………………………………………………53.1Face-savingTheory…………………………………………………………53.2CooperativePrinciple………………………………………………………63.3PolitenessPrinciple…………………………………………………………74.UnderstandingoftheEuphemisms……………………………………………84.1DefinitionsofEuphemism……………………………………………………84.2TheCharacteristicsofEuphemisms…………………………………………104.3TheCommunicativeFunctionsofEuphemismsinBusinessNegotiations…104.3.1ToResolveConflicts…………………………………………………104.3.2ToSolvetheFace-To-FaceEmbarrassments…………………………115.TheApplicationsofEuphemismsinBusinessNegotiations…………………125.1TheApplicationModesofEuphemisms……………………………………125.1.1FuzzyTerminologiesandPoliteWords………………………………125.1.2ConditionalSentences…………………………………………………135.1.3PassiveVoice…………………………………………………………155.1.4WeakentheNegativeExpressions……………………………………155.1.5SubjunctiveMood……………………………………………………175.1.6VocabularyReplacement………………………………………………185.2Problemsshouldbeconcerned………………………………………………196.Conclusion………………………………………………………………………20References…………………………………………………………………………21Acknowledgements…………………………………………………………………23BAThesisofxxxNormalUniversity11.IntroductionAlongwithChinahasjoinedWTO,theChinatradehasdevelopedalot,especiallytheinternationaltrade.Forexample:Onthebasisofcustomsstatistics,in2011,thetotalimportandexportvalueofChina’sforeigntradewas3642.06billionU.S.dollars,22.5%higherthanthesameperiodin2010,thevalueof2011hadrefreshedtheannualhistoryrecords.(Zhong,2012-01-10)Accordingtocurrentgeneralforecast,in2012,thetotaltradeofgoodsintheUnitedStatesmaybeabout4.11trillionU.S.dollars,whileChina'stotaltradeofgoodsisabout4.15trillionU.S.dollars,andChinawillexceedtheUnitedStatestobecometheworld'slargestcargotradecountry!(Ma,2012-04-17)Businessnegotiationsareoneofthefactorsthatcannotbeignoredininternationaltrades.Thereisaverycomplexprocessforeverybusinessnegotiationstogothroughfrominitialconsultationtoreachanagreement.Thisprocessinvolvestheinterests,politics,geographicallocations,culturalimplicationsandpsychologicalfeelingsatthattimeofthenegotiatingrepresentativesandsoon.Inthenegotiationprocesses,usingtheappropriateeuphemismshasbecomeanimportantfactorforthesuccessofnegotiations.Theaimofthisthesisistohelppeopleuseeuphemismsproperlytoincreasethechancesofsuccessfulbusinessnegotiations.Inordertoletthereadershaveascientificunderstandingofeuphemisms,thisthesisstartswiththedefinitionsofeuphemisms.Thendiscussestheapplicationsofeuphemismsinbusinessnegotiationsandtheeffectstheybringthroughanalyzingthecasesbymeansofcomparison.Thathelpsususetheappropriateeuphemismstoimprovetheefficiencyofnegotiationsandsuccessofnegotiations.Theexpectedresultsofthisthesisarelettingthereadershaveascientificunderstandingofeuphemismsandusetheappropriateeuphemismstomaintaintheself-esteemofbothcooperationparties,toalleviatecontradictionsandconflicts,toeliminatemisunderstandingandfrictionthroughthisresearch,therebyreducingthestiffnessofthescenes,sothatbothpartnerscancompletethenegotiationsinarelaxedandharmoniousatmosphere.Andthisiswhattheauthorplanstodo.xxxxAStudyontheApplicationsofEuphemismsinBusinessNegotiations2Thefirstpartmainlyintroducestheresearchbackground,significance,methodsandtheexpectedresults.Anditpointsouttheeffectsthattheapplicationsofeuphemismsinbusinessnegotiationsbringtothebusinessnegotiations.Thesecondisliteraturereview,recallingthesuccessesofthedomesticandtheforeignscholarsinthestudiesofeuphemisms,andproblems