Abstract: Business negotiation is actually an economic activity which conducts through language. Whether it can succeed or not mostly depends on the application of language. Both parties not only have cooperative side, but also have conflict side. Each party tries their best to achieve the biggest benefit when they cooperate with the other. Based on Leech’s politeness principles as well as Brown and Levinson’s face theory, this paper analyzes the application of politeness languages such as vagueness, euphemism, understatement and compliment in business negotiation through specific pragmatic failure, aiming at helping the negotiators use proper politeness strategies and achieving success in business negotiations.
Key words: business negotiation; politeness principle; face theory; pragmatic failure
摘要：商务谈判实质上是通过语言进行的经济活动。其成功与否在很大程度上取决于语言的应用。谈判双方既有合作的一面，又有冲突的一面。谈判的任何一方在与对方合作的同时，都力图赢得最大利益。本文以利奇的礼貌原则、布朗和列文森的面子理论为基础，结合商务谈判中的具体语用失误，探讨模糊语、委婉语、低调陈述、恭维语等礼貌语在商务谈判中的体现和应用，阐述了礼貌对商务谈判的影响，希望借此能够使得谈判者利用正确的礼貌策略来促成谈判的成功。
关键词：商务谈判；礼貌原则；面子理论；语用失误
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