Abstract: International business negotiation is the formal discussion or communication between people from different countries trying to manage relations and reach an agreement inthe international economic activities. People from different countries havedifferent values, behaviors, customs, and beliefs, which will cause obstacles and embarrassment in negotiations. It is essential for negotiators to use Politeness Principle flexibly to establish a harmonious atmosphere and ensure the success in negotiations. Politeness Principles were first formulated by Geoffrey N. Leech systematically. They are Tact Maxim, Generosity Maxim, Approbation Maxim, Modesty Maxim, Agreement Maxim, and Sympathy Maxim. This article makes research into the influence of Politeness Principle on international business negotiation by analyzing some cases. There is no need to follow every maxim every time. Modesty Maxim would decrease the parties’ own interests or reduce other parties’ confidence. It is not necessary to observe them. Approbation Maxim is complex. Sometimes it should be followed and sometimes not. As for Tact Maxim, Agreement Maxim, and Sympathy Maxim, we’d better observe them to conclude the business.
Key words: Politeness Principle; Six maxims; International business negotiation; Influence
摘要：国际商务谈判是指不同国家的人通过正式的谈论或交流来把握好彼此的关系，在国际经济活动中达成一致意见。来自不同国家的人们有着不同的价值观，行为，风俗和信仰，这会在谈判中引起障碍和尴尬。灵活运用礼貌原则来营造和谐的氛围和确保谈判顺利进行对于谈判者来说是非常有必要的。礼貌原则最先是由利奇确切系统地阐述出来的，包括得体准则，慷慨准则，赞誉准则，谦逊准则，一致准则和同情准则。本文将通过一些例子 来研究礼貌原则对商务谈判的影响。没有必要任何时候都遵循这些准则。遵循慷慨准则和谦逊准则将会减少自己这方的利益，并且降低对方的信心。没必要遵循它们。赞誉准则比较复杂，有时候它需要遵守，有时候不需要。至于得体准则，一致准则和同情准则，我们最好遵循它们来谈成交易。
关键词：礼貌原则；六大准则；国际商务谈判；影响
