Abstract:Business negotiation is a process in which at least two or more parties with common and conflicting interests try to reach an agreement of mutual benefits. It is essentially a kind of verbal communication activity. In the course of business negotiation, a harmonious, friendly and cooperative atmosphere can, in a way, make the negotiation effective and efficient. And the effectiveness and efficiency of negotiation can be improved with the art of language. Therefore, it is rewarding for the negotiators to choose some appropriate linguistic strategies and tactics. Among them, politeness strategy is the most commonly used one that contributes to a successful business negotiation. This thesis attempts to highlight the politeness theory and analyze its application in international business negotiation with great amount of examples. Through the thesis it can draw the conclusion that politeness strategy can enhance the mutual trust and understanding among negotiators in order to increase the odds for negotiation success.

Key words：international business negotiation; politeness principle; pragmatic strategy

中文摘要:商务谈判是利益双方为了共同利益达成协议的一种过程，本质上是一种言语交际活动。从某种程度上说，和谐、友好、合作的谈判环境能够使的谈判有效地进行，而有效的谈判则能够从语言使用艺术上获得。因此，谈判双方应选择恰当的语言技巧和策略。其中，礼貌策略在商务谈判中应用极为广泛，也是一种行之有效的办法。本文试分析商务谈判的语言特征，并从商务谈判的例子中分析礼貌策略的合理运用及恰当表达方式，从而得出礼貌语言策略能够增加谈判者之间的信任度，提供谈判中的自觉性，增加谈判成功的机会。

关键词: 国际商务谈判；礼貌策略；语用策略