合作原则在商务谈判“让步”环节中的应用  

Application of cooperative principle to concessionin business negotiation

作　　者：何小聪[1] HE Xiaocong(School of Foreign Languages,Zhejiang University of Science and Technology,Hangzhou 310023,Zhejiang,China)

机构地区：[1]浙江科技学院外国语学院,杭州310023

出　　处：《浙江科技学院学报》2021年第4期318-323,共6页Journal of Zhejiang University of Science and Technology

摘　　要：“让步”环节是商务谈判中一个不可或缺的因素。“让步”的产生和达成与商务谈判者所期待的目的和策略的运用有密切关系。为此,针对造成谈判“让步”的起因及“让步”赖以实现的相关语用因素等,运用Grice的合作原则对商务英语谈判中的“让步”表态策略话语模式进行了分析,得出的结论是:“会话含义”是谈判中“让步”的前提;“让步”有限违背合作原则;合作原则总体适用于谈判中的“让步”。这些认识对商务谈判人员更好地把握谈判中的“让步”环节或具有一定的指导意义。Concession is an indispensable factor in the business negotiation.However,the emergence and achievement of the concession step is closely related to the objectives and strategies expected by business negotiators.Therefore,in view of the causes of the concessions and the pragmatic situations on which the concessions count for operation,this paper,based on Grice's cooperative principle(CP),analyzed the strategic discourse pattern of concession in the business English negotiation.It is concluded that“conversational implicature”is the premise of concession;concession violates the CP limitedly and the CP is generally applicable to concession in the negotiation.Hence,the findings is of some guiding significance for business negotiators.

关 键 词：商务谈判 让步 合作原则 

分 类 号：H030[语言文字—语言学]