Abstract

Conversational Implicature Theory, first proposed by Grice and developed by his followers, is an important theory in pragmatics. According to Grice, there exists the cooperative principle and its maxims between the speaker and the listener in conversation. Once people observe or flout the principle, conversational implicatues arise. However, due to some limits in the theory which cannot account for the specific linguistic phenomenon, Dan Sperber and Deirdre Wilson put forward Relevance Theory while Brown and Levison suggested Face Theory and Leech improved it. Though previous scholars have done comprehensive researches on business negotiation, analyses of the Conversational Implicature Theory in international business negotiation are few. Thus, it is of great value to make a study on this topic. 

Based on this theory, this thesis explores the application of the cooperative principle and its maxims and different factors which affect conversational implicatures in international business negotiation. Firstly, in business negotiation, negotiators may observe or flout the cooperative principle in order to express their conversational implicatures. Secondly, negotiators should learn about cultural differences and  formalities in different countries or regions in order to exactly understand the conversational implicature and then achieve certain goals in negotiation. Through the study, we find that the Conversational Implicature Theory greatly helps negotiators to carry on negotiations successfully and get mutual benefits.

 Key words: Conversational Implicature Theory; international business negotiation; application

Contents

Abstract

摘要

1 Introduction.1

2 Literature Review2

  2.1 Related Theories.2

  2.1.1 Gricean Conversational Implicature Theory.2

 2.1.1.1 Cooperative Principle.2

 2.1.1.2 Violation of the Maxims.3

2.1.1.3 Conversational Implicature..3

 2.1.2 Post-Gricean Developments .4

  2.2 Previous Studies.5

  2.2.1 Studies Abroad.5

  2.2.2 Studies at Home6

3 The Application of Conversational Implicature Theory in International

  Business Negotiation6

  3.1 Observation of Cooperative Principle..7

  3.2 Deviation of Cooperative Principle....9

  3.3 Factors Affecting Negotiation Conversational Implicature..12

  3.3.1 From the View of Culture12

  3.3.2 From the View of Politeness.13

  3.3.3 From the View of Relevance.14

4 Conclusion.15

References16