Abstract: In order to avoid ambiguity and misunderstanding caused by linguistic and cultural differences, negotiators should have a profound understanding of each other’s language and culture and pay more attention to the use of polite language which helps establish a friendly cooperation and makes business negotiation successful if used efficiently. This thesis discusses the pragmatic differences of polite language. Firstly, the author points out that the pragmatic differences result from cultural differences. As far as polite language is concerned, the Chinese culture is a high context culture while the American culture is a low context one; the Chinese culture is characterized by hierarchy while the American culture is distinguished by egalitarianism. Secondly, she divides polite language into three major categories: compliment, vague language, and euphemism, and analyzes the pragmatic differences of polite language between Chinese and American negotiators. Thirdly, she elaborates tactics of using polite language. Finally, a conclusion is drawn. 

Key words: cultural difference, pragmatic difference, polite language，tactic

摘要：为了避免谈判中因语言差异而造成的歧义与误解，谈判者应对能决定谈判是否能顺利进行的礼貌语的语用差异问题进行较为深入的研究与分析。本文旨在分析中美商务谈判中礼貌语的语用差异.首先，作者指出文化差异导致了语用差异。其中，中国文化是高语境文化而美国文化是低语境文化；中国文化注重阶层而美国文化强调平等主义。其次，作者将礼貌语言分为恭维语、模糊语、委婉语三大类进行研究并分析中美谈判者礼貌语语用差异。再次，作者提出了恰当的礼貌语使用策略，并在文章最后给出结论。

关键词：文化差异；语用差异； 礼貌语；策略