《商務(wù)談判中的恭維語(yǔ)比較分析【英語(yǔ)】》

商務(wù)談判中的恭維語(yǔ)比較分析摘要在日常生活中，我們經(jīng)常使用恭維語(yǔ)與他人進(jìn)行交流，因?yàn)樗恢鼓茉黾友哉Z(yǔ)的闡釋力，也可以在日常生活中調(diào)節(jié)我們與身邊其他人之間的關(guān)系。英語(yǔ)社會(huì)也是如此，英語(yǔ)中有多種恭維語(yǔ)，英語(yǔ)社會(huì)的民眾們也都會(huì)在日常生活中使用這些恭維語(yǔ)進(jìn)行交流。而在商務(wù)談判中，使用恭維語(yǔ)的環(huán)境就更為豐富，因此，本文基于認(rèn)知語(yǔ)言學(xué)的相關(guān)理論對(duì)英語(yǔ)恭維語(yǔ)進(jìn)行研究。論文首先對(duì)本文的研究背景和研究意義進(jìn)行了介紹，隨后對(duì)該課題的相關(guān)文獻(xiàn)進(jìn)行了文獻(xiàn)綜述，包括對(duì)國(guó)內(nèi)和國(guó)外的研究的回顧。隨后比較了中美的商務(wù)恭維語(yǔ)的概念上的不同，并舉例說(shuō)明了這些不同，隨后則對(duì)應(yīng)用英語(yǔ)恭維語(yǔ)的策略提供了一些建議，最后對(duì)全文進(jìn)行了總結(jié)。關(guān)鍵詞：英語(yǔ)恭維語(yǔ)；認(rèn)知語(yǔ)言學(xué)；理論研究TableofContentsTOC\o"1-2"\h\u25529摘要 211041Abstract 356791.Introduction 5198802.Literaturereview 8184372.1AboardResearch 857672.2DomesticResearch 10210883.DifferencesofSinoUSbusinesscompliments 13184673.1Languageusage 13196213.2Expressingrequest 13104163.3Purpose 14181844.Examplecomparison 14181784.1Timeofusing 1478694.2Directandindirect 1657634.3NegotiationPurpose 16247055.ConstitutionandApplicationofEnglishcompliments 1792266.Conclusion 195266Bibliography 21IntroductionThecreationanduseofcomplimentsisacommonlanguagephenomenoninallhumanlanguages.Differentlanguagecommunitiesanddifferentsociallevelshavesomespecificlanguagemeanstoexpresscompliments.Asaformoflanguage,itdoesnotdirectlyunderstand,butimplicitlyandtortuouslyturnthingsthatpeopleusuallydonotwanttotouch,whichareunpleasant,disgustingandafraid,orthingsthatareembarrassing,embarrassingandfacelosing,intoacceptablelanguage,soastoseektheidealcommunicativeeffect.Englishcompliments,likeothercompliments,hasmanykindsofexpressionsandrichconnotations.Itcanbesaidthattheemergence,existenceanddevelopmentofcomplimentsisthereflectionofsocialmorality,politics,customsandotherphenomena,fullofrichculturalconnotations.Indailylife,orinformaloccasions,theuseofcomplimentsisverycommon.Thispaperfirstintroducesthedefinitionofcompliments,andthenfocusesontheanalysisofthelinguisticcharacteristicsofcompliments.Withthecontinuousdevelopmentofeconomy,thecommunicationbetweencountrieshasbecomemoreandmorefrequent.English,asanimportantcommunicationlanguage,especiallythecorrectandreasonableuseofEnglishcompliments,playsanimportantroleinavoidingmisunderstandingandambiguity.Indailyworkandlife,Englishcomplimentshasdifferentcommunicativefunctions,anditiscloselyrelatedtocommunicativeoccasionsandpsychologicalactivities.Therefore,acomprehensiveunderstandingofEnglishcomplimentscanmeetthecorrespondingneedsofEnglishcommunication,soastoimprovetherationalityandaccuracyofEplimentscomesfromGreek,whichreferstopleasantwordsandpleasantexpressions.Afteralongperiodofpracticeanddevelopment,ithasbeeninjectedwithmoreconnotation.Atpresent,theinfluentialexpressionsofcomplimentsdefinitionathomeandabroadmainlyinclude:first,theuseofpolitenesstoreplaceunhappywords.Second,intheconversationwillusemildandcircuitouswordstoreplacetheexpressionofuncomfortablewords.Thirdly,throughvagueexpression,wecanexplaintheunpleasantfacts.IntheOxfordEnglishChinesedictionary,theexplanationofEnglishcompliments,nomatterwhatkindofdefinition,showstheindirectnessofEnglishplimentsisthederivativeoftabooindifferentenvironments,plimentsitselfisconstantlychanging,anditisalsoconvenientforpeopletocommunicate.Fromacertainpointofview,wecanachievethepurposeofbelieforexchangeofideas.Forexample,inEnglishcommunication,inordertoseekhappinessoravoiddisaster,orindailycommunication,peoplehopethatGodcanprotectthemselves,buttheydarenotdirectlyusethenameofGod.Atthistime,theyoftenchoosetouseeepersinsteadofJesus.Withtheincreasingfrequencyofinternationalexchanges,asChinaplaysanincreasinglyimportantroleintheinternationalarena,theimportanceofEnglishininternationalexchangesisbecomingmoreandmoreprominent,andConfuciusInstitutesarespringingupallovertheworld.ThestudyofEnglishcomplimentsisoneofthemostimportantanddifficultpointsinteachingEnglishasaforeignlanguage.NonnativeEnglishlearnersoftencomefromdifferentculturalareas,growupindifferentsocialenvironments,andhavedifferentvalues,moralityandethics.ThereareessentialdifferencesbetweentheculturetheylearnedfromchildhoodandthecultureoftheHannationality.Theydon'tunderstandournationalhistory,dailylifeandreligiouscustoms.Therefore,theyoftenhavealotofdoubtswhentheylearnEnglish,especiallywhentheylearnEnglishcomplimentsanduseEnglishcomplimentstocommunicate.ComplimentsisacomplimentsoriginatedfromGreek.Theliteralmeaningofthewholewordis"speakingwellof...",goodspeechorwordsofgood.InancientGreeksacrifice,peopleshouldsaygoodwordsandseekgoodluck,andavoidusingcomplimentstodirectlymentionthenamesofghostsandgods.ThecultureofancientGreecespreadtoEuropeancountriesdirectlyorindirectly;thereisalsoasayingthatcomplimentsrecordedinEnglishbegantoappearinMiddleEnglish,thatis,aftertheFrenchNormansconqueredEngland,FrenchvocabularyenteredEnglishvocabularyinlargenumbers.Shudingfang,afamousChinesescholar,plimentsinthebroadsensereferstotheexpressionmethodwitheuphemisticfunctiontemporarilyconstructedbyvariouslanguagemeansinthelanguagesystem;complimentsinthenarrowsensereferstothewordsorphraseswitheuphemisticmeaning.Althoughtherearemanywaystoconstructcompliments,therearesomeprinciples.Shudingfangsummeditupastheprincipleofdistance,relatedprincipleandpleasanttohearprinciple.Theprincipleofdistanceisfromtherelationshipbetweencomplimentsandtaboo.Taboooftenmakespeoplefeeluncomfortableorafraidbecausetheobjectitreferstoistaboo.However,thereisaneedtoexpressmeaninginlife.Therefore,peoplewillseekappropriatecomplimentsandachievethepurposeofcomplimentsbyopeningthedistancebetweenlinguisticsignsandtaboothings.Wecallthisprinciple"theprincipleofdistance"."Relevanceprinciple"meansthatcomplimentsshouldbeconnectedwiththeoriginallanguagesignstosomeextent,whichcanprovidepeoplewithcluestounderstandwhatitmeans."Pleasanttohear"meansthatcomplimentscanhaveabetteraccompanyingmeaningandgivepeopleabetterassociation.Fromthesemanticpointofview,scholarsdividecomplimentsintopositivecomplimentsandnegativecompliments.Theformerreferstothesemanticascension,beautifyingthingsthatarenotsogood,suchasthegoodnameforoccupationandthehonorificnameforpeople,etc.;thelatterreferstothesemanticweakening,replacingtheoriginalterribleorexcessivethingswithmoremoderateterms,suchasthehonorificnameforGodandthenicknameforfierceanimals.InthedictionarycompiledbyLiuChunbao,aChinesescholar,complimentsisdividedintotraditionalcomplimentsandstylisticcomplimentsaccordingtowhetheritistabooornot.Theso-calledtraditionalcomplimentsiscloselyrelatedtotaboo,whichmeansthesamething,justlikethepositiveandnegativesidesofacoin;whilestylisticcomplimentsisactuallyacomplimentandacompliment,whichhasnothingtodowithtaboo.Accordingtowhethertheoriginalmeaningofcomplimentsisforgottenornot,LiuChunbaodividesitintointentionalcomplimentsandunintentionalcompliments.Intentionalcomplimentsmeansthatpeopleknowthattheyarepunningwhentheyuseit;unintentionalcomplimentsmeansthattheoriginalmeaningofsomewordshasbeenforgottenbecauseoftheirlonghistory,whilethecomplimentsismistakenfortheoriginalmeaning.Inaddition,complimentscanbedividedintotwotypes:instantaneousandpersistentaccordingtoitsspreadingtime.Theinstantaneouscomplimentsisoftenshort-lived,whilethepersistentcomplimentshasalonghistoryandevolvedintoidioms.Finally,complimentscanalsobeclassifiedaccordingtothecontentitrefersto,whichisgenerallydividedintosex,excretion,occupation,body,disease,military,political,diplomatic,educational,socialandothercontents.LiteraturereviewAboardResearchThedictionarystudyofcomplimentsbeganwithMencken,anAmericanlinguist.InhisbooktheAmericanLanguage:aninquiryintothedevelopmentofEnglishintheUnitedStates,combinedwiththehistoricalandculturalfactorsoftheUnitedStates,thispaperanalyzesthecausesofcompliments,leavingavaluablelegacyforthefuturestudyofcompliments.In1981,adictionaryofcomplimentsandotherdoubletalkwascompiledbyBritishlinguistRawsonThisbookembodiestheachievementsofBritishandAmericanlinguistsoncompliments,becauseitnotonlytracesthehistoryofcomplimentsresearch,butalsodiscussesthedefinition,characteristics,classificationandscopeofcompliments.Itcanbecalledtheclassicworkofcomplimentsresearch.Kingwords,athesaurasofcompliments,writtenbyAmericanscholarsNeamanandsilverin1983,isanotherexcellentbookforthestudyofEnglishcompliments.Theauthorgivesadetailedintroductiontothehistory,characteristicsandmotivationofEnglishcompliments.Inaddition,adictionaryofcompliments,firstpublishedbyholderin1987andreprintedin1995,isalsoagoodworkforthestudyofEnglishcompliments,whichprovidesvaluableinformationforthestudyofEnglishcompliments.Semanticsisasubjectthatstudiesthemeaningofwordsinnaturallanguage.Scholarswhostudycomplimentsfromtheperspectiveofsemanticsmainlyfocusonthesemanticrelationshipbetweencomplimentsandtaboos,andthesemanticcharacteristicsofcompliments.Leech,afamousBritishlinguist,discussesthecausesandmeansofcomplimentsfromtheperspectiveofemotionalassociation.Dangllibelievesthatcomplimentsisanimportantsourceofsynonymsinlanguagevocabulary.Hepointsoutthatbecausepeoplealwaysseekmoreappropriatelanguagetoexpresstheirmeaningincommunication,manysynonymswitheuphemisticnaturewillbecreated.AustralianlinguistsAllanandBurridgeusefacetheorytoexplaincomplimentsincomplimentsanddysphemism:languageusesasshieldandweapon.Theythinkcomplimentsisanimportantmeanstoavoidconflictincommunication.Intheirotherbook,forbiddenwords,tabooandthecensoringoflanguage,theyhavedevotedalotoftimetothechoiceofcompliments,dyscomplimentsandneutrallanguageindifferentcontexts.Manyscholarsathomeandabroadhaveappliedmanytheoriesofpragmatics,suchasfacetheory,adaptationtheory,speechacttheorytoanalyzecompliments.Sincethe1980s,cognitivelinguisticshassprungupandmademanyinnovativecontributionsinthefieldoflinguistics.Thetheoriesofcognitivelinguisticsincludeprototypecategorytheory,conceptualmetaphorandmetonymytheory,conceptualintegrationtheoryandsoon.Thesetheorieshavemadegreatcontributionstolanguageresearch.Manyscholarsusethemtoexplaincomplimentsanddeepenourunderstandingofcompliments.Fernández,aSpanishscholar,appliesconceptualmetaphortheorytoanalyzecomplimentsandtautologyrelatedtosexinEnglish,andemphasizestheimportantroleofconceptualizationininterpretingcomplimentsandtautology.Inanotherarticle,FernándezusesconceptualmetaphortheorytoanalyzethecomplimentsintheobituariesoftheVictorianperiod,andgivesadetailedexplanationoftheconceptualizationprocessofdeathcompliments.DomesticResearchThedictionaryofEnglishcompliments,firstpublishedbyChinesescholarLiuChunbaoin1993,introducesandexplainsEnglishcomplimentsindetail.Intheintroductionofthebook,theauthordiscussesthetypes,causes,changingrules,constructionmethodsandprinciplesofEnglishcomplimentsfromanacademicpointofview,whichmakesanimportantcontributiontothestudyofcomplimentsinChina.Foralongtime,plimentsisregardedasafigureofspeechandaskilltoexpresslanguagemorebeautifully.InhisbookadetailedintroductiontoEnglishfiguresofspeech,LiXinhua,aChinesescholar,elaboratesonthedefinitionofEnglishcompliments,theuseofcomplimentsandtherelationshipbetweencomplimentsandtaboosfromtheperspectiveofrhetoric,andcreativelystudiestheaestheticvalueofcompliments.Inhisbook"figuresofspeechandvocabulary",thescholarLiGuonantakescomplimentsasafigureofspeechandmakesadetailedcomparisonbetweenEnglishandChinesecomplimentsintermsoflanguagemeans,etymology,cultureandstyle.WuTieping,aChinesescholar,explainsthemechanismofcomplimentsbyusingtheWesternfuzzytheory.Hethinksthatthemainmethodsofproducingcomplimentsare"usingfuzzywordstocomplimentsprecisewords","usingprecisewordstocomplimentsanotherpreciseword","usingwordswithgreaterfuzzydegreebelongingtothesamesettocomplimentswordswithlessfuzzydegree"and"usingonefuzzywordbelongingtodifferentsetstocomplimentsanotherpreciseword"Thefirstmockexam.WangYongzhonganalyzesthefivecommunicativefunctionsofcomplimentsfromtheperspectiveoflinguisticfuzziness,whicharepolitenessfunction,taboofunction,persuasionfunction,coverupfunctionandself-protectionfunction.GuTongqinganalyzedthesemanticconstructionmeansofEnglishcompliments(semanticpromotion,semanticfuzzinessandloanwords),theuseofassociativemeaningintheuseofEnglishcompliments,andthesemanticchangescausedbyEnglishcompliments.Inaddition,GaoLijiaandTianPinganalyzedthesemanticfeaturesofEnglishandChinesecomplimentsfromfiveaspects:semanticpromotion,generalization,indirectness,humorandnationality.Thestudyofpragmaticsfocusesonthecontextoflanguageuse.Startingfromtherelationshipbetweencomplimentsandcontext,ZhongWendividescomplimentsintoconventionalcomplimentsandnonconventionalcompliments.Shudingfangputsforwardtheprincipleofself-protectiononthebasisofcooperativeprincipleandpolitenessprinciple.Hethinksthatpeoplewilltrytheirbesttoprotecttheirowninterestsintheprocessofcommunicationandusegoodwordstodescribethemselves.Healsoputsforwardthreecharacteristicsofcomplimentsfromtheperspectiveofpragmatics,anddiscussesthethreefactorsthataffecttheuseofcompliments,namelygender,powerandcivilization.XuLinadiscussesthestrategiesofcomplimentsinterpretationinEnglishChinesecross-culturalcommunicationfromapragmaticperspective.Shebelievesthatinadditiontoculturalfactors,structuralform,cooperativeprinciples,occasionsandobjectscannotbeignoredintheprocessofcommunication.Languageisthesubjectivereflectionoftheobjectiveworld,complimentsanditssocialandculturalenvironmentareinseparable.Asataboophenomenon,languagetabooisalsoasocialpsychologicalphenomenon.Thesocialpsychologyofcomplimentsincludesanxietyandfear,seekinggoodfortuneandavoidingevil,honestyandshame,shynessandsoon.LiuRuiqinandotherselaboratedtheimportantroleofvariouspsychologyintheformationofcomplimentsintheirbooks.Fromtheperspectiveofsociolinguistics,PengWenzhaosystematicallycombsthesocialattributesandfunctionalfeaturesofcompliments,anddiscussestherelationshipbetweencomplimentsandsocialculturaldomain.JiangBingqingalsoelaboratedthesocialpsychologyofcomplimentsinhisarticle.Asarhetoricaldevice,complimentsoriginatesfrompeople'sanxietyandfear,andformsagrouppsychologicalsetindifferentregionsandgroups.GuTongqingregardscomplimentsasaphenomenonoflanguagevariation,anddiscussestherelationshipbetweencomplimentsandthesocial,ethnic,culturalbackgroundoflanguageusersandthecommunicativecontextoflanguageuse.IntheBookSociolinguisticswrittenbyChenYuan,aChinesesociallinguist,aspecialchapterisdevotedtothediscussionofcompliments.Itgivesadetaileddescriptionofthehistoricalandsocialpsychologicalbackgroundoftheemergenceofcompliments,andanalyzesthecompositionandusecharacteristicsofcomplimentswithalargenumberofexamples.ItisaclassicworkofcomplimentsresearchinChina.WangYongzhongdiscussesthecognitivemotivationofcomplimentsfromtheperspectiveofprototypecategorycomplimentsistheevolutionfromprototypicalmeaningtomarginalmeaning,whichweakensthetypicalityoffamilyresemblance.ChenLiwenusedconceptualmetaphortheoryandcrossspatialmappingtheorytostudycompliments.Shebelievesthatthecognitivemotivationofcomplimentsmetaphoristomapthesourcedomainconceptwithstrongpsychologicalaccessibilitytothetargetdomainconceptwithweakpsychologicalaccessibility.Inanotherarticle,sheusesthetheoryofcrossspatialmappingtoexplainthesimilaritiesanddifferencesinthemeaningconstructionofChineseandEnglishcompliments,tryingtoexploretheconceptualintegrationmechanismofdifferentChineseandEnglishcompliments.JiangYixuananalyzestheintercomplimentsofthesemanticconstructionofcompliments.Shebelievesthatintheprocessofmeaningcognitionconstructionofcompliments,intersubjectivitycanplaythegreatestrelevance,sothatbothsidesofcomplimentscanachievethelogicalinheritanceofSemanticConnotation,andfinallyachievetheintersubjectivity.LuWeiandKongShujuandiscussthewaysandcharacteristicsofthegenerationandunderstandingofcomplimentsfromtheperspectiveofcognitivemetonymy.Theythinkthatthetypesofthegenerationofcomplimentsbymetonymycognitivemodelmainlyincludethereplacementofthewholepartandthereplacementbetweentherelatedthings.Theyalsoanalyzethemeansofthegenerationofcomplimentsbymetonymyfromthethreelevelsofvocabulary,grammarandpragmatics.Inaddition,manyscholarsusevarioustheoriesofcognitivelinguisticstoanalyzecomplimentsofdifferentmaterials,whichprovidesaplatformforpeopletounderstandcomplimentsmoredeeply.DifferencesofSinoUSbusinesscomplimentsLanguageusageInthecontextofseriousbusinessnegotiation,thesuccessofthenegotiationdependslargelyontheuseoflanguage.Thecorpusofthissectionmainlycomesfrombusinesstalksrelatedbooksandrealnegotiationcorpuscollectedonthewebsite.Businessnegotiationincludesthefollowingstages:establishingcontact,inquiryandquotation,quantityandqualitydiscussion,pricenegotiation,paymentmethoddecision,packingandshippingmethod,cost,insurance,contractsigning,etc.TheresultsshowthatthehighestfrequencyofcomplimentsinChinaandtheUnitedStatesisintheinquirystage,whichis28.6%and33.9%respectively.Thesecondisinthestageofestablishingcontact,whichis20%and17.4%respectively.Theresultsofearlyresearchersshowedthatmostofthepraisetopicsfocusedonappearance,achievement,abilityandpersonality.Accordingtothedata,morethanhalfofthepraisetargetsoftheUSsidearepraiseforgoods(53.9%),followedbypraisefortheotherside'scompanies(16.5%),whilethepraisetargetsofourChinesesidearescattered.TheU.S.side'spraiseoftheproductswasconcentrated,anditwasonlybecauseitwasinterestedinsomecharacteristicsofChineseproductsthatitcametothebusinesstalks.Fromthesimplebusinesstalks,wecanfindthatAmericansarealwaysstraighttothepoint,andtheirforthrightcharactermakesthemnotbeataroundthebush;whiletheChineselanguageisoftenthought-provokingandmeaningful,anditiseasytoleaveadeepimpressiononothers,soitisoftencalled"runningthetrain".Infact,thisfeatureisreflectedinmanylanguageuses.ExpressingrequestInbusinesstalks,thecomplimenterwilloftenexpresshisdissatisfactionorrequestafterthecompliment,whilethecomplimentedpersonwillonlyreplytothecomplimenter'sdissatisfactionorrequest,butwillnotrespondtothecompliment.Inaddition,ithasalwaysbeenbelievedthatthefrequentuseof"weakeningcompliments","denyingcompliments"and"limitingcompliments"byChineserepresentativesisverylow.ThisismainlybecausewiththedeepeningofChina'sreformandopeningupandthecontinuousincreaseofforeignexchanges,Chinesepeoplehavemoreandmorewaystocontactforeigncultures;Anotherimportantreasonisthatinmanyenterprisesengagedinbusinesscooperationwithforeigners,thosewhonegotiatewithforeignbusinessmenareoftenprofessionalswhohavereceivedhighereducation.Inhighereducation,languageandcultureeducationinEnglishspeakingcountriesisaveryimportantpart.PurposeInthecontextofbusinesswork,therearedifferencesinthepurposeofcomplimentbetweenChinaandtheWest.Inwesternculture,higherauthoritiescomplimenttheirsubordinates,suchasthepraiseofthesuperiorstothelowerlevelinthecompany,whichaimstomaintainthenormalrelationshipbetweentheupperandlowerlevelsortomotivatetheemployees.Thecompetentandthehighersocialstatustalentsarequalifiedtoevaluatetheabilityandachievementofothers.InChina,onthecontrary,JiaYuxin'sresearchresultsshowthatnearly33%ofpeoplerarelyevaluateothers'workabilityandachievementspositively,while58%ofthelowersocialstatuscomplimenttheirsuperiors'workabilityandachievements,andthepurposeistoobviouslyprovidetheopportunitytopleasethehigherauthoritiestogetapromotionandraisesalary.ButwiththeincreasingofforeignexchangeamongChineseenterprises,manyopenworkingmethodsarealsoattractedtomanyenterprises'worklife.Alargepartoftheresultsalsoshowthatsuchaworkingatmosphereismoreconducivetostimulatetheenthusiasmofemployees,thusbringingmoreprofitstothecompany.ExamplecomparisonTimeofusingBusinessnegotiationmainlyincludesthebeginningstage,thediscussionstageandtheendingstage.InEnglish,mostcomplimentsappearinthenegotiationstage,whileinChinese,theyarealmostevenlydistributedinthreestages.Themaingoalatthebeginningofthenegotiationistolayagoodtoneandatmosphereforthewholenegotiation.Obviously,thereasonableuseofcomplimentsatthisstagecanachievetwicetheresultwithhalftheeffort.ThedifferencesintheuseofcomplimentsbetweenthetwolanguagesreflectedinthechartatthisstagearemoreduetotheculturaldifferencesbetweenChineseandEnglish.ChineseConfuciancultureemphasizesbenevolenceandrighteousness,andthecollectiveinterestisgreaterthantheindividualinterest,whichisreflectedinthelanguageexpressionisasincere,cooperativeandmodestattitude,suchas:thecollectiveinterestisgreaterthantheindividualinterestA:Mr.Wang,I'msogladyoucancomeinperson.I'veheardsomuchaboutyou!B:Ah,you'reverykind.Mr.Li,it'smyhonorthatyouthinkhighlyofourcompany.Inthenegotiationstage,bothpartiesorpartieswilltrytheirbesttolettheotherpartyaccepttheirownopinionsandsuggestionsonthepremiseofsafeguardingtheirowninterests.Atthistime,complimentscanplayanimmeasurablerole.Inthechart,complimentsusedinEnglishaccountforalargeproportionatthisstage.Takethefollowingdialogueasanexample:A:Usually,weareaccustomedtopaymentwithinonemonth,butforthesakeofthefriendshipbetweenus,we’llfixitattwomonths.B:Nowondereveryonespeakshighlyofyourbusinessintegrity.Itisnotdifficulttofindthatbothsidesofthenegotiationhavecertainexpectationsforthiscooperation,andhaveaffirmedeachother,whichalsoreflectsthewisdom,negotiationskillsandexperienceofbothsides.ThisisalsoapointthatEnglishemphasizesmorethanChinese.Attheendofbusinessnegotiation,bothormorepartieshavereachedorfailedtoreachanagreement,sotheproportionofcomplimentsusedinthisstageisreduced,whileChinesestillusesacertainamountofcompliments,whichreflectsthedoctrineofthemeaninChineseculture.Evenifthereisnocooperation,theotherpartyshouldfeeltheirsincerityandlayagoodfoundationforfuturecooperation.DirectandindirectItcanbefoundthatbothChineseandEnglishtendtousemoredirectcomplimentsinbusinessnegotiation.Afterall,businessnegotiationiscarriedoutbybothpartiesorpartiesfortheirowninterests.Ifitistooimplicit,itisnotconducivetotheunderstandingofallparties,soitwillproducecertainobstaclesforreachinganagreement.ThisseemstobecontrarytoChinesetraditionalculture.However,drivenbythemaximizationofinterests,thetwosidesofthenegotiationhavemademanychangesinordertoreachanagreement,whichisoneofthem.ThemoredirectEnglish,therearealsomoreimplicitcompliments,whichshowsthatthetwolanguagesinbusinessnegotiationshavemadeadjustmentstotheproperuseofcompliments.NegotiationPurposeThegoalsofbusinessnegotiationmainlyincludecommoditygoals,interpersonalgoals,"face"relatedgoalsandmultiplegoals.ItcanbefoundfromthechartthatbothChineseandBritishbusinessnegotiationsattachgreatimportancetotheestablishmentofcooperativerelationshipbetweenthetwosides,hopingtoachieveastateoflong-termfriendlycooperation.Therefore,mostoftheuseofcomplimentsispraisetoachieveinterpersonalgoals,inordertoleaveagoodimpressiononbothsidesofthenegotiationandpromotetheformationofcooperation.Forexample:A:let'scheckalltheitemstomakesurenoimportantitemshavebeenlookedupB:Ireallyappreciateyourconscientious