The Politeness Principles in Business Negotiation

Yuxian ZHANG


Business negotiation is the solution to reach an agreement or to solve the disagreement. It is also a process of exchanging, discussing and even arguing about the issue. Any party in the negotiation wants to cooperate with the other party to reach his purpose and try to win the most benefits as well. Therefore, it is necessary to adopt the appropriate language strategies. Among them, politeness strategies are most commonly used to contribute to a successful business negotiation. Politeness strategies can enhance the mutual trust and understanding among negotiators so as to increase the opportunities. This article attempts to highlight the politeness principles and analyze their application in business negotiation. The appropriate treatment to the threat of face in communication can retain both positive and negative aspects of the face, thus making the negotiation go on smoothly.


Politeness principle; Business negotiation; Etiquette; Body language

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