Abstract

 Since anthropologist Malinowski advanced the term phatic communion, more and more linguists at home and abroad have paid more attention to it and further devoted them to studying it. As an important part of socializing speech, though small and seemingly meaningless, its application can open a channel of communication if it should be needed, and it plays a fundamental role in social communication. The use of phatic communion is restricted by so many factors, and one of the most important factors is context, such as business negotiation context. Based on some research findings achieved by predecessors and some other collected materials, this thesis will discuss the communicative functions of phatic communion in business English negotiation. Through the analysis, it is concluded that phatic communion in business English negotiation also follow certain principles of interpersonal communication, such as the cooperative principle and the politeness principle. Finally, some specific cases in business English negotiation are cited to analyze communicative functions in different periods of business negotiation.

    Key words: phatic communion, communicative functions, business negotiation

Contents

Abstract

摘要

1 Introduction..1

2 Literature review..2

  2.1 The study of phatic communion at abroad..2

  2.2 The study of phatic communion at home3

3 The introduction of phatic communion and business negotiation3

  3.1 The introduction of phatic communion ..4                                  

  3.1.1 Definition and functions of phatic communion..4

  3.1.2 Classifications of phatic communion..5

  3.2 The introduction of business negotiation6

  3.2.1 Definition of business negotiation6

  3.2.2 Necessity of using phatic communion in business negotiation..6

4 Communicative functions of phatic communion in business        

negotiation7 

   4.1 Cooperative and politeness principles in phatic communion7  

   4.2 Phatic communion before business negotiation.10

   4.2.1 Opening of communication and release of stressful atmosphere10

   4.2.2 Obtainment of some useful information..11  

   4.3 Phatic communion in the process of business negotiation..11  

   4.3.1 People’s attention to key points.11    

   4.3.2 Face-saving and topics change..12

   4.4 Phatic communion after business negotiation13

   4.4.1 Aspiration for further cooperation.13

   4.4.2 Expression of gratitude or regret13

5 Conclusions14

References.16