Abstract: In the business negotiation, the both parties are cooperative and competitive relationship. To protect the cooperative relationship, the both parties are want to earn the most benefits. The study of paper aims to the reasons of violating cooperative principle. By analyzing of reasons, it could make the negotiator to establish the cooperative principle in proper language skills and make the both parties communicate with each other in an effective way.
Key words: business negotiation; cooperative principle; violation
摘要：商务谈判中，双方即是合作又是竞争的关系，在保持合作关系的前提下，各方都想获取最大的利益。本论文将着重研究商务谈判中违背合作原则的原因，通过对原因的分析，可以使商务谈判者使用正确的语言技巧来建立合作原则，能够使谈判双方进行更有效的沟通。
关键词：商务谈判; 合作原则; 偏离
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