毕业论文(设计)
论文（设计）题目：礼貌策略在商务信函中的运用
（英文）The Application of Politeness Strategies in Business
Correspondence
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Abstract
Politeness, as one of me basic needs that ensure successful human interaction, has been enjoying great popularity with some famous scholars. English business correspondence is one of the basic ways of business communication, which functions as not only a useful means to exchange information but also an important tool to build and enhance business relations, thus requires a high degree of po1iteness.
This paper analyzes the realization and application of politeness strategies in English business correspondences. Based upon the theoretical framework of Brown and Levinson, this paper studies how politeness strategies are applied in different types of letters. The study presents an analysis of lexicon, tense, voice, and syntax, etc. in English business letters and emphasis on the most frequently used positive and negative strategies.
This paper is helpful for people to better use politeness strategies in business communication and improve their writing ability.
Key words：business correspondence positive strategy negative strategy
摘要
礼貌现象作为确保人类成功交际的基本手段之一，引起了各大学者的广泛关注。英文商务信函是商务交流的一种重要方式，不仅具有传递信息的功能，还担负着建立、加强业务联系重任，因此，对礼貌具有较高要求。
本文旨在分析英语商务信函中礼貌及其策略的实现和使用，在布朗和列文森的礼貌策略理论的框架下本文就英语商务信函的礼貌策略进行了研究，从词、时态、语态和句法等语言角度，分析了使用最为频繁的积极礼貌策略和消极礼貌策略。并希望该研究对于礼貌理论应用于书面文体的语用研究有所帮助。
本文有助于人们在商务沟通中更好的理解和运用礼貌策略来实现自己的意图，指导人们提高商务信函的写作能力。
关键词：商业信函积极策略消极策略
Contents
I. Introduction (1)
II.An Overview of Politeness and English Business Correspondence (2)
2.1 An overview of politeness (2)
2.1.1 Lakoff’s view on politeness (2)
2.1.2 Leech’s politeness principle (2)
2.1.3 Brown and Levinson’s view on poli teness (3)
2.2 Brief introduction to English business correspondence (3)
2.2.1 Definition of business correspondence (3)
2.2.2 Classification of English business correspondence (4)
2.3The relationship between politeness strategies and business correspondence (4)
. III. The Application of Politeness Strategies in Business Correspondence (5)
3.1 Positive politeness strategies (5)
3.1.1 The application of positive politeness strategies in business letters (6)
3.2 Negative politeness strategies (9)
3.2.1 The application of negative politeness strategies in business letters (10)
Ⅳ. Conclusion (12)
References (13)
Acknowledgements (14)
I. Introduction
Even though politeness is prevalent in our daily life, it is still hard to define in the linguistic field. In fact, politeness is not only a way to convey information, but also an important means to build and maintain social relationships in communication.
Lakoff thinks that politeness is used for “reaffirming and strengthening relationships”. According to Lakoff, “Politeness is a system of interpersonal relations designed to facilitate interaction by minimizing the potential for politeness and confrontation inherent in all human interchange”(Lakoff: The logic of Politeness 1973, P39). Leech defines politeness from the perspective sides and proposes that it is used to create and maintain harmonious interactions. Brown and Levinson consider politeness as the form of behavior that allows communication to take place among potentially aggressive partners. All the above definitions contribute to explain the essence of politeness. Simply speaking, politeness is a set of patterns to show the consideration for others and to achieve harmony in communication.
Business correspondence, as a basic means of business communication, plays a vital role in economic activities. It is an effective way to exchange information so as to build up and maintain harmonious business relationships. Without business correspondence, business activities cannot go on smoothly. With the globalization of world economy, and the popularity of the Internet, English business correspondences include not only traditional letters but also emails and facsimiles which is widely used.
The application of politeness strategies is going to be analyzed, mainly based on the Politeness Principle of Leech and the Face of Theory of Brown & Levinson in English business correspondence.
II. An overview of politeness and English business correspondence
2.1 An overview of politeness
2.1.1 Lakoff’s view on pol iteness
Lakoff is considered by Fraser as the first to apply Grice's Cooperative Principle to the explanation of politeness from conversational-maxim point of view. Lakoff viewed politeness as a device which was used to reduce or avoid friction impersonal interaction, and later reformulates the rules of politeness as follows：
①Formality：keep aloof
②Deference：give options
③Camaraderie：show sympathy
According to Lakoff, the degree of politeness depends on the speaker's assessment of certain situations. On formal occasions，the speaker should avoid putting any imposition on the reader and should be in accordance with social norm in his behavior to maintain the formal atmosphere. Lakoff views politeness as avoidance of offense and a lubricator in communication to keep harmonious relations between the writer and the reader. Her rules of politeness are a great leap in politeness research.
2.1.2 Leech’s politeness principle
Leech makes great contributions to the research on politeness. Based on the speech-act theory of Austin and Scarle and the theory of conversational implicature of Grice，Leech proposed a series of maxims under Politeness Principle：
(1)Tact Maxim：Minimize cost to other and maximize benefit to other
(2)Generosity Maxim：Minimize benefit to self
(3)Modesty Maxim：Minimize praise of self and maximize dispraise of self
(4)Approbation Maxim：Minimize dispraise of other and maximize praise of other
(5)Agreement Maxim：minimize disagreement between self and other and maximize
dispraise of self
(6)sympathy Maxim：Minimize antipathy between self and other and maximize sympathy
between self and other.
2.1.3 Brown and Levinson’s view on politeness
Brown and Levinson (1987) are showing that individual's self-esteem (face) motivates strategies of politeness.They believe the concept of universal significance as the face of social self-image. The face is in order to meet the social interaction of ideas and hope. Faces of different requirements of both sides of communication are divided into positive face and negative face. The positive face is the want to make one’s public self-image accepted, appreciated, understood, and ratified by others, being thought of as a normal, contributing member of society. As to a negative face, each one’s self-image is expected to be free from imposition and distraction, unimpeded by others and the want of independence and freedom of action is to be guaranteed within one’s own territory. The face is extremely fragile, and is often subject to certain acts of infringement. Essentially against the face of the speech act, Brown and Levinson called the threat to face behavior (face-threatening acts, referred to as FTAs). Therefore, it is in communication in order to preserve their face which will strive, to show consideration for others face-saving means of politeness strategies by Brown and Levinson, Politeness Strategies for the correction of acts of threats face is divided into five: (1) bald on record (2) positive politeness strategy (3) negative polite strategies (4)off-record (5)(not doing the FTAs), both sides want to achieve the goal of communication with each other constantly valuation of the risk of losing face according to the size of the potential risk of against each other’s face to select the appropriate politeness strategies.
2.2 Brief introduction to English business correspondence
2.2.1Definition of business correspondence
Business correspondence is the act of exchanging letters. Generally speaking, business correspondence can be defined as the correspondence used in business transaction. As one of the most popular means of communication in business activities, business correspondence plays an irreplaceable role in the fulfillment of business transaction.
2.2.2 Classification of English business correspondence
There are many classifications of business correspondence, which may cater to different purpose and aims. Here, some common ways of classification are presented as follows:
1. Classification according to the content of the letter: request letters, letters replying to requests, letters for claim and complaint, credit enquiry letters, sales letters, application letters, employment letters and social business letters, etc.
2. Classification according to different functions in the process of a business transaction: letters for establishment of business relations, letters for the enquiry, letters for counter-offer, ordering letters, letters for payment and L／C, shipment and insurance letters, letters for conclusion of a deal, acknowledging goods receipt letters, claim letters, etc.
3. Leech’s statements on illocutionary acts are used as the basis for the classification of business letters. As Leech suggested that illocutionary acts are divided into four categories: competitive, convivial, collaborative, and conflictive.
2.3 The relationship between politeness strategies and business correspondence
In writing business letters, politeness strategies and courteous language count a lot for effective business transactions. It proves to be useful to ensure effective exchange of information and successful establishment or maintenance of social relationship in the business circle. A writer of business correspondence usually writes on definite purpose and to the specific reader. To reach an intended goal, the writer should bear the reader's needs and expectations in mind and write in a polite way. Actually, a reader who needs expectations may be ignored to cooperate, or to think favorably of the writer as well as the company or organization he or she represents. As a result, the writing of the business letter will definitely turn out to be a failure. The strategies which used to avoid impoliteness should be a highly priority in business correspondences.
Even though there is no reason to assume that business communication is more polite than any other communications, the goal-oriented nature of this communication suggests that
the avoidance of impoliteness should be a high priority to business correspondence. The purpose of applying politeness strategies is to establish, maintain, or consolidate social solidarity, which is of significance for business letter writings since they represent the company's general image in the business world．
III. The Application of Politeness Strategies in Business Correspondence
Based on Brown and Levinson’s model of politeness strategies, this part illustrates how each sub-strategy is applied in business letters. The examples are cited from the collected specimen letters for the research. The importance of part lies in: Firstly, it recognizes and categorizes the four kinds of politeness strategies in the samples. Secondly, it provides foundation for the quantitative data analysis of the four kinds of strategies at a macro level in the following part.
3.1 Positive politeness strategies
Positive Politeness is oriented to the positive face concerns. They are not necessarily redressive of face wants that are directly linked to the face-threatening speech acts and they serve the wider purpose of building and maintaining a friendly and cooperative business atmosphere.
The most frequent linguistic devices for positive politeness involve three broad categories: “claim common ground”, “focus on cooperation”, and “fulfill H’s wants” (Brown and Levinson, 1987). They may be further subdivided into specific groups of strategies as shown below.
Claim Common Ground
l. Notice, attend to H(his／her interests, wants, needs, goods)
2. Exaggerate( interest, approval, sympathy with receiver)
3. Intensify interest to H
4. Use in-group identify makers
5. Seek agreement
6. Avoid disagreement
7.Presuppose／raise／assert common ground
Focus on cooperation
8. Joke
9. Assert S's knowledge of and concern for H's wants
10. Offer, promise
11. Be optimistic
12. Include both S and H in the activities
13. Give(or ask for)reasons
14. Assume or assert reciprocity
FuIfill H’s wants
15. Give gifts to H
(Brown and Levinson, 1987) 3.1.1 The application of positive politeness strategies in business letters
Positive Politeness Strategies are often used in business letters, but not each illustrated above is frequently-used, some are adapted to oral English or informal occasions. So let me give some popular used strategies and specific examples.
The first device for the realization of positive strategies is to claim common ground. It tries to minimize the distance between the writer and receiver by emphasizing the solid interest in the other party’s need.
Strategy1. Notice, attend to H(his／her interests, wants, needs, goods)
By this strategy, writers should notice and give full consideration to the interests, needs, wants of the recipients to maintain a friendly relationship. Appreciative or affirmative sentences are adapted to convey appreciation. Here are the examples：
Thank you for your cooperation in the past.
We will appreciate it if you will send us detailed information on your products.
In business correspondences, people usually use you-attitude language when conveying messages. Let’s make a comparison between the following two examples：
1.We are allowed to give you a 10% discount on this product.
2.You can get a 10% discount on this product．
Compared with the first sentence, the second sentence shows that the writer really care about what the reader interests and wants. By using “you”and “your”, the writer enhances the happiness he brings to the reader, thus always satisfying the reader’s positive face wants. Starting with “w e”, the first sentence presents a writer-oriented picture to the reader, so it is not so polite as example.
Strategy2. Exaggerate(interest, approval, sympathy with receiver)
A writer of good writing business letter should know how to enhance the reader's interest, approval and empathy by using appropriate exaggeration with the result that the psychological distance is minimized and a closer relationship is maintained between the writer and the reader. For example:
We would highly appreciate it if you can send us the samples of this product．
Using the expressions of “highly”, “best”,“at all times”, the writer intensifies his intention to satisfy the readers needs，thus enhancing the relation between the writer and the reader, as well as the reader’s positive face.
Strategy3. Intensify interest to H
Using this strategy, the writer draws the reader as a participant into the current conversation. According to Brown and Levinson (1987), there are two ways to achieve this. One is by “making a good story”, the other is by the use tag questions.
I think it is a very reasonable price ,isn’t it？
The tag question “isn’t it” used here is to draw the reader’s attention and to ask for the agreement of the reader. Because of this, the writer successfully conveys his respect for the reader’s opinion and his desire to cause the reader’s attention.
Strategy4. Use in-group identify makers
In business letters, markers of in-group identity refer to in-group language or dialect, and jargon or slang, which are usually used to abridge the distance between the writer and reader.
Some trade terms, such as “FOB”“CIF”“CFR” etc, are used in the following example：we should be pleased if you would quote us the lowest price CIFC15% Singapore．
Strategy 5. Presuppose／raise／assert common ground
This kind of strategy is realized by presupposing that the writer and the reader share some common ground such as the same value, wants and attitudes, etc. For instance: If you give us a favorable price , we may order in large quantities.
Strategy6. Assert S's knowledge of and concern for H's wants
In business letters, in order to presuppose or assert knowledge of and concern for readers, writers may use rhetorical questions to address the other parties’ positive face. For instance: Don’t you think our products are of good quality and reasonable prices?
Strategy7. Be optimistic
By presenting optimism in the letter, the writer displays his trust and confidence in their cooperation. Such words as “sure”, “hope”, “anticipate”, “look forward to”, etc. are usually used which can be illustrated in the following example:
We look forward to hearing from you, and hope it may be possible to do business.
Strategy8. Include both S and H in the activities
Both writer and reader may share the common ground by combining the two into the same activities. As indicated by Brown and Levinson, the inclusive “We” is most appropriate form for the realization of this strategy. For examples:
We all agree that it would be a good idea to get together.
In the above sentences, the use of “we”clearly shows that the two parties are on the same side in the trade. In this way, the psychological distance is also narrowed which paves the way for the prospective cooperation．
Strategy9. Give(or ask for)reasons
According to Brown and Levinson(1987)，indirect suggestions, which demand rather than offering, are the conventionalized positive politeness strategies. By this way, politely, the writer may indicate that he needs the reader’s help or he can help the reader thus leading to their future cooperation. This strategy can be realized by the question of the why plus interrogative negative type. Example is listed as follow:
Why don’t we make efforts to enter the European market?
Strategy10. Assume or assert reciprocity
Reciprocity refers to the fact that both the writer and reader can benefit from their cooperation when they are somehow, linked into a state of mutual benefiting and helping. In some circumstances, it serves the purpose to facilitate the cooperation between the two sides. For instance:
As you usually place very large orders, we will give you a 20% discount.
Strategy11. Give gifts to H (sympathy, understanding)
Writer may actually satisfy some of the reader's want in order to satisfy his positive face. This want includes reader’s want to be linked, admired and understood, and so on. Therefore, the act of giving gifts includes not only tangible gifts but also human wants. For instance: If you would like more detailed information about our products, please contact us.
3.2 Negative politeness strategies
Based on avoidance，negative politeness strategy is redressive action to the addressee's negative face. Ten frequently-used negative politeness strategies, together with respective sub- strategies, are to be illustrated in the following．
Give freedom of action
1. Be conventionally indirect
2. Hedge, Questions
3. Be pessimistic
Don’t coerce the hearer
4. Minimize the imposition
5. Give deference
6. Apologize
Dissociate sender／receiver from act
7. Impersonalize the act
8. State the FTA as a general rule
9. Nominalize
10 .Go on record as incurring a debt, or as not indebting H
(Brown and Levinson, 1987)
3.2.1 The application of negative politeness strategies in business letters
Not every illustrated strategies are used frequently, so I will choose some frequently-used strategies and give the specific examples.
Strategy1. Be conventionally indirect
Being indirect is used for making request which is supposed as impolite as the speaker, through communication, is to make imposition on the hearer in order to meet the speaker’s own demand. Using indirect expression, the speaker can solve the contradiction between the desire to give the hearer a “way out" and the desire to go on record putting forward his desire. In business writing, this strategy is expected to act as a compromise between the writer’s desire to be polite and his desire to make request. Conventionally, interrogative sentences are adapted to for the realization of this strategy which is illustrated in the following example: Would you give us more detailed information on your requirements?
Strategy2. Hedge, Questions
Hedge can be achieved by particles，lexical items and other means. In business letters, many frequently-used hedges are adapted, including model verbs like “would, could, might”, modifiers such as “maybe, probably, perhaps, possibly, sort of, kind of”, and mitigating verbs like “wonder, think, appear, suppose, etc.” For example:
It appears that we have not received your reply.
Strategy3. Be pessimistic
Being pessimistic is also a form of hedging, which assumes that the hearer is not likely to do certain acts and to offer the hearer options not to do the acts. Subjunctives, model verbs (could would) and possibility adverbs (perhaps, maybe, might, etc.) are used for the realization of being pessimistic.
We should be pleased if you could send us your catalogues for these products.
Strategy4. Minimize the imposition
Using minimizing imposition to the reader, the writer may save the reader’s negative face．According to Brown and Levinson, this strategy is realized by the use of “just, only, but, etc.” For instance:
I just want to ask if you can extend the valid period of the Letter of Credit.
Strategy5. Apologize
By apology, conflicts between the writer and the reader are mitigated, thus maintaining or facilitate the existing relationship for the further development. Such expressions as “I'm sorry…”“I regret…” , etc. are usually adapted. For instance:
We are sorry for the trouble caused by the error.
Strategy6. Impersonalize the act
Instead of using “you or I”, “one” is adapted to mitigate the face-threatening acts on the reader’s negative face. “It” in the sentence serves as a formal subject, which makes the reader feel quite comfortable. For instance:
One should deliver the shipment on time according to the contract.
It is known that this agreement is benefit to both parties
Strategy7. Nominalize
The essence of nominalization is to dissociate the particular negative news from personal reference which has the same effect as that of the strategy of impersonalizing. Look at the following example:
A Payment has not been sent in 3 months.
As “pay”is nominalized as “payment”in example, the writer distances his imposing request from the reader to some extent by impersonalizing the act.
Ⅳ. Conclusion
Business correspondence plays a vital role in economic activities. It is an effective way to exchange information build up and maintain harmonious business relationships. Without business correspondence, business activities cannot go on smoothly. With the globalization of world economy, the popularity of the Internet, English business correspondence, including not only traditional letters but also emails and facsimiles, is widely used.
Under the framework of Brown and Levinson's face theory on politeness strategy, the paper makes an exploration on the linguistics manifestation in business letters in terms of positive and negative strategies. Based on the discussion of how positive and negative strategies are used in the specific sentences, we can summarize the functions of them.
References
[1] Brown P. & Levinson S. Politeness: Some Universals in Language Usage [M].Cambridge: Cambridge University Press, 1987
[2] Leech. G. N. Principles of Pragmatics [M].London: Longman, 1983
[3] Lakoff . The logic of Politeness [M]. Chicago Linguistic Society, Chicago 1973
[4] Lambert B. Face and politeness in pharmacist-physician interaction Social Science and Medicine, 1996
[5] 何自然. 语用学与英语学习[M]. 上海:上海外语教育出版社, 1998
[6] 杨燕. 商务英语信函中的礼貌表现[J]. 重庆交通大学学报, 2009(06)
[7] 袁荣. 礼貌原则在外贸函电写作中的应用[J]. 天水师范学院学报, 2007(01)
[8] 张春柏. 新编商务英语写作[M]. 北京: 高等教育出版社, 2006
[9] 陈样国. 国际商务函电[M]. 北京：中国对外经济贸易出版社, 2003
[10]尹小芳. 语用礼貌原则在商务英语中的应用[J]. 浙江海洋学院学报, 2001
Acknowledgements
First of all I would like to express my profound gratitude to my supervisor, Professor Zeng Ling, for her warm-hearted assistance all along the way, starting from selecting topic, collecting data through to revising the manuscript. Without her painstaking work and constant attention, the completion of this thesis would not have been possible.
My sincere gratitude must also be contributed to all the professors and teachers in the College of Arts & Science of Jianghan University for their unending inspiration and encouragement they have provided during the years of my graduate life. I appreciate their guidance in my academic study and offered me a lot of precious advice on my course papers.
I am equally grateful to my classmates in this College, who have given me help and care in my life and advice during my writing of this thesis．
Last but not the least, I would like to say thanks to my parents for their support, love and encouragement.
2020 商务信函格式文档Document Writing
商务信函格式文档 前言语料：温馨提醒，公务文书，又叫公务文件，简称公文，是法定机关与社会组织在公务活动中为行使职权，实施管理而制定的具有法定效用和规范体式的书面文字材料，是传达和贯彻方针和政策，发布行政法规和规章，实行行政措施，指示答复问题，知道，布置和商洽工作，报告情况，交流经验的重要工具 本文内容如下：【下载该文档后使用Word打开】 商务信函写作格式，署名即写信人签名，通常写在结尾后另起一行(或空一、二行)的偏右下方位置。以单位名义发出的商业信函，署名时可写单位名称或单位内具体部门名称，也可同时署写信人的姓名。重要的商业信函，为郑重起见，也可加盖公章。英文商务信函的书信格式 1.thetoppartofabusinessletter 日期：date:23decemberXX 地址：mr.jamesgreen salesmanager bbbplc 55-60oldst,londone66hg 称谓：dearmr.green(deargentlemen,dearsir,dearsirs,dearmadam) 2.thebodypartofabusinessletter 标题(可以不要)
正文 3.lookatthetwoendingsofbusinessletterbelow.noticetheusefulp hrasesthatareusedintheseletters. (1)pleaseletmeknowifthisisconvenience. ilookforwardtohearingfromyou. bestwishes yourssincerely, (signature) ms.gillianjanes personnelnanager (2)pleasephoneustoconfirmthedetails. welookforwardtoreceivingyourcomments. yoursfaithfully (signature) forms.gillianjones personnelmanager 中文商务信函的写作格式 如同一般信函，商业信文一般由开头、正文、结尾、署名、日期等5个部分组成。 (1)开头 开头写收信人或收信单位的称呼。称呼单独占行、顶格书写，称呼后用冒号。 (2)正文
竭诚为您提供优质文档/双击可除 商务信函咨询中文 篇一：八种经典中英文商务信函范文 八种经典中英文商务信函范文 第一种、介绍信LettersofIntroduction 实例之一： Dearmr./ms.Thisistointroducemr.FrankJonesournewmark etingspecialistwhowillbeinLondonfromApril5tomidApri lonbusiness.weshallappreciateanyhelpyoucangivemr.Jo nesandwillalwaysbehappytoreciprocate.Yoursfaithfull y尊敬的先生/小姐，现向您推荐我们的市场专家弗兰克琼斯先生。他将因公务在四月15日到四月中旬期间停留伦敦。我们将非常感谢您向琼斯先生提供的任何帮助，并非常高兴施以回报。您诚挚的 实例之二： Dearmr./mswearepleasedtointroducemr.wangYouourimpor tmanagerofTextilesDepartment.mr.wangisspendingthree weeksinyourcitytodevelopourbusinesswithchiefmanufac
turesandtomakepurchasesofdecorativefabricsforthecom ingseason.weshallbemostgratefulifyouwillintroducehi mtoreliablemanufacturersandgivehimanyhelporadvicehe mayneed.Yoursfaithfully尊敬的先生/小姐，我们非常高兴向您介绍我们纺织部的进口经理王有先生。王先生将在你市度过三周，他要与主要的生产厂家拓展商务并为下一季度采购装饰织品。如能介绍他给可靠的生产厂家，向他提供所需的任何帮助或建议，我们将不胜感谢。您诚挚的 第二种、约定Appointments 实例之一： Dearmr./msmr.Johngreenourgeneralmanagerwillbeinpari sfromJune2to7andwouldliketocomeandseeyousayonJune3a t2.00p.m.abouttheopeningofasampleroomthere.pleasele tusknowifthetimeisconvenientforyou.Ifnotwhattimeyou wouldsuggestYoursfaithfully尊敬的先生/小姐我们的总经理约翰格林将于六月2日到7日在巴黎，有关在那开样品房的事宜，他会于六月3日下午2：00点拜访您。请告知这个时间对您是否方便。如不方便，请建议具体时间。您诚挚的 以下为回信范文 Dearmr./msThankyouforyourletterinformingusofmr.gree n’
谈商务谈判中的礼貌原则策略： 摘要:在经济全球化的影响下，国际商务谈判日益频繁，礼貌原则无疑是国际商务谈判中 一个重要的语用策略，能获得更多的经济利益，且得体的谈吐能使谈判手在对方心目中树立良好的文化素养和职业道德形象。商务谈判过程中谈判手如何正确运用礼貌语言、注意礼貌策略，将会影响谈判的结果。 关键词：商务谈判礼貌原则 商务谈判是指有关商业事务上的谈判，是人们为了实现交易目标而相互协商的活动。 它在本质上是一种运用语言进行经济的活动，它的成功与否依赖于语言的运用。在商务谈判中，谈判双方既相互竞争又相互合作。这需要通过恰当的语言来实现，尤其是使用礼貌语言，那么如何在商务谈判中充分发挥语言的力量礼貌得体地获得自己所要的利益。这就需要我们在谈判过程中巧妙地应用语言，尤其是礼貌语言来实现自己的目的。 一、礼貌原则的准则： 礼貌是指一方对另一方的态度，礼貌原则就是在交谈中，说话人要减少表达不礼貌的信念，或者说表达礼貌的信念，在Grice提出礼貌原则后Leech(1983)提出了以下几条具体的礼貌原则。<1>慷慨准则：尽量减少对自己的利益<2>得体准则:尽量减少对别人的损失增加对别人的利益 <3>谦虚准则：尽量减少对自己的赞誉，尽量增加对自己的贬低 <4>同情准则：尽量减少对别人的反感，增加对别人同情 <5>同意原则：尽量减少对别 人的分歧，尽量增大和别人之间的共同点 <6>赞誉准则：尽量减少对别人的贬低，尽量增加对别人的赞誉。语用学中的礼貌其实是说话人为了实现某一交际目的，结合一定的语境，采用不同的语言形式，改变交际情景，社交关系或改变现状而采取的策略。 二、商务谈判中的礼貌原则和语言策略 平等互惠是任何商务谈判的基本原则。所谓平等是指，谈判双方不分国籍，不分性别，不分肤色，不分职位一律平等。利益均沾，双方都获益，如果我们把商务谈判中的“惠”、“损”应用到商务谈判中的基本原则的话，那么“给”就是对自身利益的“损”，对他人的“惠”。“取”就是对他人的“损”，对自己的“惠”，这是就谈判双方的经济利益而言的，如果我们把“惠”、“损”，这两个概念扩大到指令和承诺之外的其他言外行为去，那么在商务谈判中，如何礼貌的提出意见，表示异议，讨论磋商，精良获得自己所想要的东西，都存在着礼貌策略的使用语言的问题，事实上，在商务谈判语言中，遵循礼貌原则，使自身受惠最小，使他受惠最大，使自身受损最大，是他人受损最小，是谈判成功最终达成商务协议的重要策略，法国著名作家雨果曾经说过：“语言就是力量”。如何在商务谈判中充分发挥语言的力量，礼貌得体的获得自己想要的利益呢?这就需要我们在商务谈判中巧妙地运用语言以实现自己的目标。 1.淡 化主观态度，尊重对方立场 一场成功的商务谈判，其结果是双赢，而不是尽量压制对方。一个高明的谈判手，会在谈判手中，尊重对方立场，即使是自己公司的产品，也不会口口声声说：“我”“我们”，而是以对方为主体，站在对方的立场，变为“你”“你们”。这样会使对方感到自身的重要性和受尊重，很容易获得对方的好感，促进交易的成功。我们来比较一下下面的句子：
写作中文商务信函并不要求您使用华丽优美的词句。所有您需要做的就是，用简单朴实的语言，准确的表达自己的意思，让对方可以非常清楚的了解您想说什么。围绕这一点，精品学习网总结了几方面的内容，希望对您写中文商务信函有借鉴作用。 中文商业商务信函的写作格式 如同一般信函，商业信文一般由开头、正文、结尾、署名、日期等5个部分组成。 (1)开头 开头写收信人或收信单位的称呼。称呼单独占行、顶格书写，称呼后用冒号。 (2)正文 信文的正文是书信的主要部分，叙述商业业务往来联系的实质问题，通常包括： ①向收信人问候； ②写信的事由，例如何时收到对方的来信，表示谢意，对于来信中提到的问题答复等等； ③该信要进行的业务联系，如询问有关事宜，回答对方提出的问题，阐明自己的想法或看法，向对方提出要求等。如果既要向对方询问，又要回答对方的询问，则先答后问，以示尊重； ④提出进一步联系的希望、方式和要求。 (3)结尾 结尾往往用简单的一两句话，写明希望对方答复的要求。如“特此函达，即希函复。”同时写表示祝愿或致敬的话，如“此致敬礼”、“敬祝健康”等。祝语一般分为两行书写，“此致”、“敬祝”可紧随正文，也可和正文空开。“敬礼”、“健康”则转行顶格书写。 (4)署名 署名即写信人签名，通常写在结尾后另起一行(或空一、二行)的偏右下方位置。以单位名义发出的商业信函，署名时可写单位名称或单位内具体部门名称，也可同时署写信人的姓名。重要的商业信函，为郑重起见，也可加盖公章。 (5)日期 写信日期—般写在署名的下一行或同一行偏右下方位置。商业信函的日期很重要，不要遗漏。 通知：
商务谈判礼仪四步骤 商务谈判礼仪(一)--谈判预备 商务谈判之前首先要确定谈判人员，与对方谈判代表的身份、职务要相当。谈判代表要有良好的综合素养，谈判前应整理好自己的仪容仪表，穿着要整洁正式、庄重。男士应刮净胡须，穿西服必须打领带。女士穿着别宜太性感，别宜穿细高跟鞋，应化淡妆。布置好谈判会场，采纳长方形或椭圆形的谈判桌，门右手座位或对面座位为尊，应让给客方。谈判前应对谈判主题、内容、议程作好充分预备，制定好打算、目标及谈判策略。 商务谈判礼仪(二)--谈判之初 谈判之初，谈判双方接触的第一印象十分重要，言谈举止要尽可能制造出友好、轻松的良好谈判气氛。作自我介绍时要自然慷慨，别可露傲慢之意。被介绍到的人应起立一下微笑示意，能够礼貌地道："幸会"、"请多关照"之类。询咨询对方要客气，如"请教尊姓大名"等。如有名片，要双手接递。介绍完毕，可挑选双方共同感兴趣的话题进行交谈。稍作寒暄，以沟通感情，制造温柔气氛。谈判之初的姿态动作也对把握谈判气氛起着重大作用，应目光凝视对方时，目光应停留于对方眼睛至前额的三角区域正方，如此使对方感到被关注，觉得你诚恳严肃。手心冲上比冲下好，手势自然，别宜乱打手势，以免造成轻浮之感。切忌双臂在胸前交叉，那样显得十分傲慢无礼。谈判之初的重要任务是摸清对方的底细，所以要仔细听对方谈话，细心观看对方举止表情，并适当赋予回应，如此既可了解对方意图，又可表现出尊重与礼貌。 商务谈判礼仪(三)--谈判之中 这是谈判的实质性时期，要紧是报价、查询、磋商、解决矛盾、处理冷场。报价--要明确无误，恪守信用，别欺蒙对方。在谈判中报价别得变换别定，对方一旦同意价格，即别再更改。查询--事先要预备好有关咨询题，挑选气氛和谐时提出，态度要开诚布公。切忌气氛比较冷淡或紧张时查询，言辞别可过激或追咨询别休，以免引起对方反感甚至恼怒。但对原则性咨询题应当力争别让。对方回答查咨询时别宜随意打断，答完时要向解答者表示谢意。磋商--讨价还价事关双方利益，容易因情急而失礼，所以更要注意保持风度，应心平气和，求大同，容许存小异。发言措词应文明礼貌。解决矛盾--要就事论事，保持耐心、平复，别可因发生矛盾就怒气冲冲，甚至进行人身攻击或侮辱对方。处理冷场--此时主方要灵便处理，能够临时转移话题，稍作松弛。假如真的已无话可说，则应当机立断，临时中止谈判，稍作歇息后再重新进行。主方要主动提出话题，别要让冷场持续过长。 商务谈判礼仪(四)--谈后签约 签约仪式上，双方参加谈判的全体人员都要出席，共同进入会场，相互致意握手，一起入座。双方都应设有助签人员，分立在各自一方代表签约人外侧，其余人罗列站立在各自一方代表身后。助签人员要协助签字人员打开文本，用手指明签字位置。双方代表各在己方的文本上签字，然后由助签人员互相交换，代表再在对方文本上签字。签字完毕后，双方应并且起立，交换文本，并相互握手，祝贺合作成功。其他随行人员则应该以热烈的掌声表示欢跃和祝贺。
商务英语翻译技巧 摘要 商务英语(Business English)是一种含有商务理论和实用商务的理论。在经济信息日益发达的现代社会，随着国际贸易的发展，商务英语翻译的作用越来越明显。本文，大致分为五个部分对商务英语翻译技巧进行分析。文章第一部分概括了商务英语以及商务英语翻译；第二部分分别从商务英语的文体特征、语言特点对其进行分析；之后三个部分分别介绍了翻译的方法和翻译的原则。最后进行总结。得出商务英语的翻译机巧和方法。 关键字：商务英语；翻译技巧；特点；文体特征 前言 商务英语是以国际间的商务往来为基础的语言交流，商务英语包括的范围比较广，例如：金融方面的英语、贸易英语、还有一些专业的英语等。这也说明了商务英语所涉及的范围比较广泛，涉及各行各业，这也就决定了从事商务英语翻译的人不仅仅需要有扎实的英语基本功，还有对其他方面的英语进行了解，这样一来才能使交易双方能够更好地沟通，完成交易。 现如今，整个世界融为了一个整体，各个国家之间的贸易往来逐渐丰富，目前在国际间最通用的就是英语。商务英语要求翻译者更加的精确、对等，因为商务英语中会涉及到很多文件、条款等信息，所以必须要精确。只有这样才能达到双方活动的顺利进行。尤其在我国，中西方文化差异较大，更应该注意这方面的问题。一字之差就容易铸成大错。所以，做好商务英语的翻译工作尤为重要。本文针对这一问题展开讨论，分析了商务英语的翻译技巧。 商务英语及商务英语翻译的概括 商务英语涉及范围很广,包括的种类也十分多。大部分跟国际商务活动有关的例如：国际贸易、会计、金融等方面所用到的英语都属于商务英语的范围。它涉及的领域主要包括对外贸易、招商引资、国际旅游、海外投资以及国际运输等方面。除了领域广泛之外,它还包括许多专业的英语例如：广告英语、法律英语、应用文英语、包装英语等。因此，伴随着国际贸易的范围不断的扩大，越来越多的人，开始加入到翻译的这一事业之中。 对商务英语的翻译,在很长时间以来备受关注,商务英语翻译工作也是一项十分复杂的工作,由于其用途的广泛性和特殊要性,就决定了商务英语的翻译工作不能仅仅局限于传统的翻译中务词汇和具有较好的商务语法基础,这些是一个翻译者应该具备的原则和技巧,不能仅仅依靠“信、达、雅”的翻译要求来完成商务英语的翻译工作,必须依照商务文件的愿意,把它翻译的既能清楚的表达意义,又能够符合商务双方的语言习惯。在翻译的过程中一定要从实际情况出发,做到具体问题具体分析。 商务英语的特点 2.1 商务英语的文体特征 2.1.1 思维具有逻辑性，朴实无华 正式体英语的从句层次复杂，句子长度通常高于非正式英语。长句分词、独立主格结构的频繁使用是书面语体的典型特征，它们适合于表达多层次的复杂的逻辑关系，可以充分完整地表达相互关联的意义，这种效果是短句无法达到的。由于商务函电常要表示某些条款相互成立、互为条件，或对某些一连串的具有因果关系的事件进行叙述，因此，这种语体就非常适合这种要求。例如： The work hereof shall be commenced in compliance with the construction work of Party A’s plant, and shall be completed within thirty days after the complet ion of Party A’s plant
竭诚为您提供优质文档/双击可除 商务信函礼貌原则 篇一：商务信函之礼貌原则 目录 摘要................................................. (2) Abstract........................................... . (3) 第一章礼貌的定义和原则 (4) 1.1礼貌和礼貌原则 (4) 1.2Leech的礼貌原则综述 (5) 1.3礼貌原则之六大准则 (5)
第二章商务信函的特点以及在实例中的运用 (7) 2.1商务信函的特点 (7) 2.2何谓“7c”原则以及在实例中的运 (7) 2.3礼貌原则在商务信函中的具体运用 (10) 结语................................................. . (12) 参考文献 (13) 摘要 在世界各国经济贸易合作日益频繁的大背景下，商务英语信函已成为人们在经济领域中的一个重要的交际手段。它在商务活动中起着增进了解、传递信息、联系业务、处理问题等作用。能够写出一封礼貌有加的商务信函不仅是对商务工作者的一个最基本的要求，也是顺利展开商务活动的一个重要前提。礼貌，作为一种普遍的社会现象，它的主要功能是维护社会秩序，维护的友好的人际的联系，减少冲突和误解并通过礼貌的言语行为以便获得交流的目的。英国学者
geoffrey.n.leech的礼貌原则不仅适用于口头语言，同样适用于书面语体1。本文以该理论为依据，以礼貌的理论、礼貌原则性以及具体实例论述外贸函电中的应遵从的礼貌原则及礼貌用语，体现出当代外贸函电中的礼貌表现及其重要性。结合商务信函的特点，通过具体的实例分析了礼貌原则商务信函中的运用和表现，认为，礼貌原则在现今商务信函中发挥着举足轻重的作用。 关键词：礼貌原则；外贸函电；重要性 1 Abstract Inthecountriesoftheworldunderthebackgroundofincreas inglyfrequenteconomicandtradecooperation,businessle tterhasbecomeanimportantmeansofcommunicationinthefi eldofeconomy.Itplaysinbusinessactivitiestopromoteun derstanding,conveyritealetterofpolitenessandbusines slettersisnotonlyamostbasicrequirementforbusinesswo rkers,isalsoanimportantprerequisiteforsmoothbusines sactivities.courtesy,asawidespreadsocialphenomenon, itsmainfunctionistomaintainsocialorder,maintainfrie ndlyinterpersonalcontacts,andreduceconflictandmisun derstandingthroughpolitespeechactsinordertoobtainex
竭诚为您提供优质文档/双击可除 商务书信格式范文 篇一：商务感谢信格式范文 商务感谢信格式范文 感谢信是一种礼仪文书，用于商务活动中的许多非协议的合同中，一方受惠于另一方，应及时地表达谢忱，使对方在付出劳动后得到心理上的收益，它是一种不可少的公关手段。 感谢信的写作格式是书信体。写作时应篇幅短，中文200字左右即可；对收信人为自己做的好事了然于胸，不要忘了什么；把对方给你带来的好处都写清楚，不要含糊其词；表示感谢的话要合乎商家往来的习惯，语气不应过于卑屈。谢意之外，如果允许别人什么应切实可行，能说到做到。 xxxx电缆有限公司于xx年x月x口在南京举行隆重开业典礼，此间收到全国各地许多同行、用户以及外国公司的贺电、贺函和贺礼。上级机关及全国各地单位的领导，世界各地的贵宾，国内最著名的电缆线路专家等亲临参加庆典，寄予我公司极大的希望，谨此一并致谢，并愿一知既往与各
方加强联系。进行更广泛、更友好的合作。xxxx电缆有限公司 董事长:xxx 总经理:xxx xx年x月x日 篇二：商务电子邮件格式 商务电子邮件格式 在电子邮件的写作中要注意哪些呢？如何写好一封规 范的电子邮件呢？ 在写电子邮件时候，要采用日常办公运用的商业信函格式，使用正规的文字，不用或避免应用网络语言，诸如3Q、IFu等。 主题栏：主题明确，一目了然，让人看了知道个所以然，不会是一头雾水，不知所云，当作垃圾邮件删除掉。 称谓：准确，切不可含糊不清。是先生别称成了小姐；是小姐别喊成了先生。这是大忌讳！一次，青岛一家公司发信到公司，把我们公司的运营总监张可先生称呼成了张可小姐。搞得张先生郁闷一天。当你搞不清对方准确的性别时候，那就称老师就没错。主体：简明，扼要，把事情说清楚就可以了，不要罗嗦，拖泥带水的。事情多，写的多，那最好是分成几小段，看的清楚明了。 祝语：可以写祝您工作愉快，工作顺利，或者顺祝商祺
BEC商务英语翻译技巧 为了让大家更好的准备商务英语BEC考试，给大家整理商务英语翻译技巧,下面就和大家分享，来欣赏一下吧。 商务英语翻译技巧 商务英语的文体特征 1. 思维具有逻辑性，朴实无华 正式体英语的从句层次复杂，句子长度通常高于非正式英语。长句分词、独立主格结构的频繁使用是书面语体的典型特征，它们适合于表达多层次的复杂的逻辑关系，可以充分完整地表达相互关联的意义，这种效果是短句无法达到的。由于商务函电常要表示某些条款相互成立、互为条件，或对某些一连串的具有因果关系的事件进行叙述，因此，这种语体就非常适合这种要求。 例如：The work hereof shall be commenced in compliance with the construction work of Party A’s plant, and shall be completed within thirty days after the complete ion o f Party A’s plant including the completion of inner part of the plant when the plant be in the condition that trial run for air conditioning mechanism is possible.
这是某英文合同文体中的一个句子。这个诗歌并列句，句中主语是work，and连接两个谓语(shall be commenced和shall be completed)。 2.表述简单清楚 商务英语是商务活动的工具，通过阅读文献可以发现：商务英语常用简洁、易懂、规范、正式的词。 这一特点是由国际商务交际的性质决定的，因为国际商务交际非常讲究效益、效率，使用常用的词语便于交易双方的理解和接受;修饰语少，内容上直截了当。偏僻的词汇可能会增加双方沟通障碍，因而不受欢迎。 商务英语的词汇选择讲究精炼、严谨，很少使用口语化的、非正式的、生僻、不规范的词或行话。 了解口语词语和书卷词语在文体风格上的差异有助于实现语言交际的适合性和得体性 3. 模糊性的句法，善用祈使句 商务英语要求准确完整、清楚简洁，但模糊语言的适当使用，能起到积极的效果。语言的模糊性不仅仅体现在词义层面，还应是具体商务活动中句法所表达意义的模糊性。
浅析商务英语信函写作中礼貌原则的运用技巧
摘要: 商务英语信函是一种比较正式的文体, 普遍应用于国际商务交往中，对商务交际是否能够顺利进行起着不可或缺的作用。在商务英语信函写作的过程当中, 如何合理有效的运用礼貌原则, 语气得当，措辞讲究，直接影响到贸易双方能否建立贸易关系，最终达成合作的目的。 关键词：礼貌原则商务信函写作技巧 商务英语是英语的一种功能性变体，既体现了基础英语得全部特征，又在具体应用上有其自身的特点，属于商务英语当中的实用性很强的一大门类。随着社会的发展和科技的不断进步，商务交往的方式也得到了极大的发展，比如电话会议，互联网的广泛应用等等，商务英语信函写作也是商务交往当中所必须的方式之一。全球经济一体化推动了我国对外贸易的发展，商务信函的沟通在国际商务交往中扮演着极其重要的角色，其成功与否关系到能否促进和发展同客户的关系，而信函写作中的礼貌原则是一个必须考虑的重要项目，这是由国际商务交往的特点决定的。礼貌的商务英语信函能够重视读者的观点,尊重读者的愿望和需要,迎合读者的心理,有益于在读者的心目中树立起文化修养良好的职业道德形象，令
对方愿意合作，促成和扩大贸易往来。本文主要谈一下礼貌原则在商业英语信函写作当中的实际运用技巧。 1 商务英语信函的写作原则 商务英语信函是一种具有公文性质的信函，主要涉及到磋商公务、表明当事双方得意向和责任、记载商业活动等等的一种比较正式得书面语体。因此，在表达上要注意准确、规范、朴素，并且要主题突出、中心明确。谈及礼貌原则，首先我们有必要重述一下主要的写作原则。一般来讲，“7C”原则是现在普遍认同的写作原则，即: 完整性原则( C o m p l e t e n e s s ) 、简洁性原则(Conciseness)、体谅性原则(Consideration) 、具体性原则(Concreteness) 、清楚性原则(Clarity)、礼貌性原则(Courtesy)、正确性原则(Correctness)。商务信函写作目的性强，而 且通常会关系到双方实际的利益，因此在实际写作当中，要时刻谨记各个原则，融会贯 通，切实的从词汇、句子、修辞等方面予以重视。这是养成良好的信函写作习惯的基本要求。在实际运用当中，由于信函交往双方并不能面对面的进行交流，文字本身又很容易让对方产生理解的
?中文商务信函得写作格式 ?［加入收藏] ?中文商业商务信函得写作格式?如同一般信函,商业信文一般由开头、正文、结尾、署名、日期等5个部分组成。 (1)开头?开头写收信人或收信单位得称呼。称呼单独占行、顶格书写,称呼后用冒号、 (2)正文?信文得正文就是书信得主要部分,叙述商业业务往来联系得实质问题,通 常包括: ?①向收信人问候; ②写信得事由,例如何时收到对方得来信,表示谢意,对于来信中提到得问题答复等等; ③该信要进行得业务联系,如询问有关事宜,回答对方提出得问题,阐明自己得想法或瞧法, 向对方提出要求等。如果既要向对方询问,又要回答对方得询问,则先答后问,以示尊重; ④提出进一步联系得希望、方式与要求。 (3)结尾?结尾往往用简单得一两句话,写明希望对方答复得要求。如“特此函达,即希 函复。"同时写表示祝愿或致敬得话,如“此致敬礼”、“敬祝健康”等。祝语一般分为两行书写,“此致”、“敬祝”可紧随正文,也可与正文空开、“敬礼”、“健康”则转行顶格书写。 (4)署名?署名即写信人签名,通常写在结尾后另起一行(或空一、二行)得偏右下方位 置。以单位名义发出得商业信函,署名时可写单位名称或单位内具体部门名称,也可同时署写信人得姓名。重要得商业信函,为郑重起见,也可加盖公章。 (5)日期?写信日期—般写在署名得下一行或同一行偏右下方位置。商业信函得日 期很重要,不要遗漏。
中文书信礼仪得格式及举例 提称语,用在对方称呼后面,表示尊敬—-?父母:膝下、膝前、尊前、道鉴?长辈:几前、尊前、尊鉴、赐鉴、道鉴 师长:函文、坛席、讲座、尊鉴、道席、撰席 平辈:足下、阁下、台鉴、大鉴、惠鉴?同学:砚右、文几、台鉴?晚辈:如晤、如面、如握、青览?女性:慧鉴、妆鉴、芳鉴、淑览 祝愿语-— 父母:恭请福安,叩请金安?长辈:恭请崇安,敬请福祉,敬颂颐安 师长:敬请教安,敬请教祺,敬颂海安?平辈:顺祝 署名——?对长辈:叩禀敬叩拜上?对平辈:谨启鞠启手书?对晚辈:字示白谕 ?开头语 惠书敬悉,情意拳拳、接获手书,快慰莫名。昨得手书,反复读之。?谕书敬读,不胜欣慰。拳拳盛意,感莫能言。顷接手示,甚欣甚慰、?久不通函,至以为念、前上一函,谅已入鉴。喜接来函,欣慰无量、 顷奉惠函,谨悉一切。顷接手示,如见故人。得书甚慰,千里面目。 得书之喜,旷若复面。数奉手书,热挚之情,溢于言表。 顷奉手教,敬悉康与,至为欣慰、久未闻消息,唯愿一切康适。 手书已接多日,今兹略闲,率写数语、? 钦佩语?奉读大示,向往尤深、喜接教诲,真解矇矣、大示拜读,心折殊深、?谨蒙悔语,用祛尘惑。大作拜读,敬佩之至。顷读惠书,如闻金石良言、 ?思念久钦鸿才,时怀渴想。德宏才羡,屡屡怀慕、蒙惠书并赐大著,拜服之至、? 语 分手多日,别来无恙? 岁月不居,时节如流。别后月余,殊深驰系。 一别累月,思何可支？海天在望,不尽依依、别后萦思,愁肠日转。?离别情怀,今犹耿耿。别来良久,甚以为怀。近况如何,念念、?前上一函,谅达雅鉴,迄今未见复音,念与时积。???问候语 春寒料峭,善自珍重。阳春三月,燕语雕梁,想必心旷神怡!?当此春风送暖之际,料想身心均健。春日融融,可曾乘兴驾逰？?春光明媚,想必合家安康。时欲入夏,愿自珍重。?赤日炎炎,万请珍重、渐入严寒,伏福躬无恙。?入秋顿凉,幸自摄卫。汗暑无常,伏维珍重自爱。 ?自术语 敝寓均安,可释远念。阖寓无恙,请释悬念。贱体初安,承问极感、
商务谈判的座次礼仪 有谈判专家得出过这样的结论：人们在房里就座的位置不仅是地位的象征，而且会对探索如何进行意见交换产生策略上的影响，以至于谈判桌的形状和座次安排能代表谈判者所采取的某种特定的谈判方式。可见如何安排谈判者的座次，是个很值得研究的问题。下面学习啦小编整理了商务谈判座次礼仪，供你阅读参考。 商务谈判的座次礼仪一：双边谈判双边谈判多采用长方形或者椭圆形的谈判桌;多边谈判多采用园中谈判。无论是长桌还是圆桌，都应该注意座位的朝向。习惯上，面对门口的座位最有影响力。 谈判中，最好的入座方法就是提前双方职位的高低摆上名牌，谈判双方之间对号入座。 谈判桌座次的排列可以分为以下两种： (1)横桌式 横桌式座次排列是谈判桌在谈判室内横放，客方人员面门而坐，主方人员背门而坐。 除双方主谈着居中就座外，各方的其他人士则应依其身份的高低，各自先右后左、自高而低分别在己方一侧就座
双方主谈者的右侧之位，在国内谈判中可坐副手，而在涉外谈判中则应有译员就座。 (2)竖桌式 竖桌式座次排列是谈判桌在谈判室内竖放。集体排位时以进门时的方向为准，右侧有客方人士就座。左侧则由主方人士就座。在其他方面，则与横桌式排座相仿。 双边谈判座次礼仪细节 双边谈判时位次排列细节注意： ①谈判桌准备：选择使用长桌或椭圆形桌子，宾主应分坐于桌子两侧。 ②横放谈判桌：面对正门的一方为上，应属于客方;背对正门的一方为下，应属于主方。 ③竖放谈判桌：应以进门的方向为准，右侧为上，属于客方;左侧为下，属于主方。 ④主谈判座次：各方的主谈人员应在自己一方居中而坐。 商务谈判的座次礼仪二：多边谈判多边谈判的由三方或三方以上人士所举办的谈判。多边谈判的座次排列，主要也可分为两种形式。 (1)自由式
商务信函翻译练习 1. First Enquiry Dear Sirs, The Overseas Tradi ng Co., Ltd., Man Chester inform us that you are exporters of hand-made gloves in a variety of artificial leathers. Would you please send us details of your various ranges, including sizes, colours and prices, and also samples of different qualities of material used. We are one of the largest department stores here and believe there is a promising market in our area for moderately priced goods of the kind mentioned. When repl ying, please state the terms of payme nt and disco unts you allow on purchase of qua ntities of not less tha n five gross of in dividual items. Yours faithfully, 贵公司： 据曼彻斯特海外贸易有限公司告知，贵公司出口多种人造皮革手套，请寄包括尺码、颜色和价格在内的各类产品详细资料，以及所用各质量的材料样品于我公司。 我公司为本地最大百货公司之一，坚信价格公道的人造皮革手套在本地区将有良好销路。回信时请附上付款条件以及购买单类商品五*以上时的折扣办法。 此致 敬礼 2. Specific Enquiry Dear Sirs, We ack no wledge with tha nks receipt of your letter of March 11 enq uiri ng about the possibility of selli ng your Men 's Shirts, Tiantan Brand in our markets. In reply, we wish to inform you that we are well connected with major dealers in the line of textiles. There is always a ready market here for meris shirts, provided they are of good quality and competitive in price. Therefore, it will be appreciated if you will let us have your best firm offer, preferably by fax, and rush us samples by airmail. If your shirts agree with the taste of our market, we feel con fide nt of plac ing a trial order with you. Please give this enquiry your prompt atte nti on. Yours faithfully, 贵公司： 我方已收到贵公司于三月十一日寄来的信函，询问我地市场能否销售贵公司天坛牌男士衬 衫，现答复如下： 望贵公司知晓，我公司与纺织品主要经销商有良好往来，如贵公司的衬衫质量优良，价格具有竞争性，则定能有很好地市场。因此，请报你方最低实盘，最好是以传真方式，并尽快空运样品于我公司。若你方衬衫适合于我方市场需求，我们将有信心试订。 请尽快回复我方询问。 此致
竭诚为您提供优质文档/双击可除 商务信函开头结束语 篇一：商务信函常用开头套语 商务信函常用开头套语：英文 wearepleasedtoacknowledgereceiptofyourfavorof… Thanksforyourletterof… Yourletterof…waswelcome. wehavethepleasureinreceivingyourletter… Inreply/answertoyourletterof...,weare中文 敬悉贵公司某年某月来函。贵公司某年某月来函收悉。 特回复贵公司某年某月来函 pleased/glad/delightedtoinformyouthat…Answeringtoyouletterof…,wehavethepleasureininformi ngyouthat…wewritetoinformyouthat…weinformyouofsth. wearepleasedtoinformyouthat… pleaseallowustocallyourattentionto…permitustoremindyouthat/of… weareverysorrytolearn/know/hearthat…
weregrettohearthat... wearesorrytoinformyouthat/of…weregrettoinformyouthat… Iamafraidwehavetoinformyouthat…Asrequestedin…,we… Asstatedbelow… Attachedyouwillfind… Asstatedintheattachment,… wewouldbegladifyoucouldinformus…pleaseinformusthat… weshallbepleasedtohaveyourinformationregarding/on/c oncerning…Following…Furtherto… 商务信函表示感谢的套话：英文 wewouldbegratefulifyoucould… wewouldgreatlyappreciateitifyoucould…Your…wouldbegreatlyappreciated.Thankyouinadvancefor… pleaseacceptoursincere/grateful/profoundappreciatio n/thanksfor…商务信函表示结束语的套话。英文wearelookingforwardtoyourearlyreply. 欣复贵公司某年某月来函
中文商务信函范文 写作中文商务信函并不要求您使用华丽优美的词句。所有您需要做的就是，用简单朴实的语言，准确的表达自己的意思，让对方可以非常清楚的了解您想说什么。围绕这一点，精品学习网总结了几方面的内容，希望对您写中文商务信函有借鉴作用。中文商业商务信函的写作格式 如同一般信函，商业信文一般由开头、正文、结尾、署名、日期等5个部分组成。 (1)开头 开头写收信人或收信单位的称呼。称呼单独占行、顶格书写，称呼后用冒号。 (2)正文 信文的正文是书信的主要部分，叙述商业业务往来联系的实质问题，通常包括： ①向收信人问候； ②写信的事由，例如何时收到对方的来信，表示谢意，对于来信中提到的问题答复等等； ③该信要进行的业务联系，如询问有关事宜，回答对方提出的问题，阐明自己的想法或看法，向对方提出要求等。如果既要向对方询问，又要回答对方的询问，则先答后问，以示尊重；
④提出进一步联系的希望、方式和要求。 (3)结尾 结尾往往用简单的一两句话，写明希望对方答复的要求。如“特此函达，即希函复。”同时写表示祝愿或致敬的话，如“此致敬礼”、“敬祝健康”等。祝语一般分为两行书写，“此致 ”、“敬祝”可紧随正文，也可和正文空开。“敬礼”、“健康”则转行顶格书写。 (4)署名 署名即写信人签名，通常写在结尾后另起一行(或空一、二行)的偏右下方位置。以单位名义发出的商业信函，署名时可写单位名称或单位内具体部门名称，也可同时署写信人的姓名。重要的商业信函，为郑重起见，也可加盖公章。 (5)日期 写信日期—般写在署名的下一行或同一行偏右下方位置。商业信函的日期很重要，不要遗漏。 通知： 本厂已迁移到上述地址, 特此通知。 I inform you that I have now removed my factory to the above address. 我方已在本市开设贸易与总代理店, 特此通知。同时,
1.一家日本公司驻美国分公司的经理，能讲一口流利的英语，但他在商务谈判时始终用日语通过翻译与对方进行交流。他在谈判开始时向对方用日语这样介绍自己的同事：“这位是山本太郎。他具有15年财务工作的丰富经验，有权审核1000万美元的贷款项目。”但在商务谈判结束后的庆祝会上，他却用英语和对方谈笑风生，令对方大吃一惊而又迷惑不解。 问题：(1)为什么这位日本经理在谈判时始终使用翻译(2)结合案例说明谈判队伍的人员层次及其分工。 (3)结合案例说明谈判人员应如何进行配合 答案：（1）在国际商务谈判中，翻译是实际的核心人员，一名好的翻译，在谈判过程中，能洞察对方的心理和发言的实质，技能改变谈判气氛，又能挽救谈判失误，在增进双方了解、合作和友谊方面，可起到相当大的作用。 （2）谈判队伍的人员包括三个层次：1、谈判小组的领导人或首席代表：任务是领导谈判班子的工作2、懂行的专家和专业人员：凭自己的专长负责某一方面的工作3、谈判必须的工作人员：准确完整及时地记录谈判内容。 （3）P135确定主谈人和辅谈人以及他们之间的配合是很重要的。主谈人一旦确定，那么，本方意见、观点都由他来表达，一个拳头对外，避免各吹各的调。案列中经理跟翻译就是这样进行配合的。 1．一家果品公司采购员来到果园。。。。。。 答案：P191（1）因为第一个买主一上来就出现了僵局（谈判形成一言堂；偏激的感情色彩；人员素质低下） P238（2）第二个买主一上来就递烟，采用了攻心技巧的具体实施方式的满意度。后来说全买了化零为整。他还采用了处理僵局的技巧：转移话题、变换议题。这里关键在于，第二个买主在谈判中，采取了“吹毛求疵技巧”的战术，说出了压价的道理。 2. 中国某公司与田本某公司谈判某项交易。在谈判开始后，双方人员彼此做了介绍，并马上投入了技术性的谈判。中方商务人员利用谈判休息时间，对日方技术人员表示赞赏：“您技术熟悉、表述清楚，水平不一般，我们就欢迎这样的专家。”该技术人员很高兴，表示他在公司的地位很重要，知道的事也多。中方商务人员顺势问道：“贵方主谈人是你的朋友吗”“那还用问，我们常在一起喝酒，这次与他一起来中国，就是为了帮助他。”他回答得很干脆。中方又挑逗了一句：“为什么非要你来帮助他，没你就不行吗”日方技术员迟疑了一下：“那倒不是，但这次希望他能成功，这样他回去就可晋升部长职务了。”中方随口跟上：“这么讲我也得帮助他了，否则，我将不够朋友。” 通过番谈话，中方断定对方主谈为了晋升，一定会全力以赴要求谈判的良好结果。于是，在谈判中巧妙地加大压力，谨慎地向前推进，成功地实现了目标，也给了对方某种满足。 请回答：（1）中方使用什么方法搜集到了谈判信息是如何利用谈判信息的 （2）日方在谈判信息的管理上存在什么问题应该如何预防 答案：（1）这种信息收集方法属于归纳法，即通过在和对方人员的私下交谈，了解并推断对方的真实情况和对谈判有影响的重要因素。利用这些相关的的信息，准确地判断了对方主谈人的真实意图和谈判态度，制定了适宜的报价方案和谈判策略，从而取得成功。