Abstract: Business negotiation is an activity to achieve mutual benefits. In business negotiations, every related party would make the utmost efforts for its own interest, and all of the parties want to get the maximum income. For the business negotiation’s success and the achievement of the agreement, the Politeness Principle is one of the strategies that should be taken into consideration. This paper aims to discuss Politeness Principle’s influence on business negotiation. The paper first gives a brief introduction to the definition, functions and the secret of success of business negotiations, followed by an introduction to Leech’s Politeness Principle and its six maxims. Then the paper explores the influence of Politeness Principle by the analysis of sample sentences in business negotiations, from which the author finds the importance of Politeness Principle in improving the trust between negotiation parties, which finally leads to the increased success in the negotiation.
Key words: business negotiation; Politeness Principle; influence