Abstract

 With the rapid development of economic globalization, international trade has been increasing enormously. In order to promote the trade successful, the trader should join the business negotiations. Therefore, the negotiators need to understand  the definition of Cooperative Principle(hereafter referred to as CP)that Grice put forward in 1967 when they are in business negotiations. This thesis will research observations of CP and violations of CP in business negotiations. Besides, we will prove the impact of CP by giving a number of examples.

    There is no denying the fact that CP as a communicative tool is more and more popular in business negotiations. Thus, this thesis focuses on discussing the relationship between CP and business negotiations. In order to promote business, it also discusses some useful strategies of CP. It will be concluded that this CP also gives us a new perspective to study.

Key words: business negotiation, the Cooperative Principle, the maxims of Cooperative Principle, the violation of Cooperative Principe.

Contents

Abstract

中文摘要

1.Introduction-1

2.Literature review-2

2.1 A brief review of Cooperative Principle-2

2.1.1 The Maxims of Cooperative Principle-2

2.1.2 The Violations of Cooperative Principle-2

2.1.3 The Reasons of the Violation of Cooperative Principle-3

2.2 A Brief Survey of Business Negotiations-4

3.Observations of CP in Business Negotiations-5

3.1Maxim of Quality and Its Application-5

3.2 Maxim of Quantity and Its Application-5

3.3 Maxim of Relation and Its Application-8

3.4 Maxim of Manner and Its Application-8

4.Violations of CP in Business Negotiations-10

4.1 Violating Maxim of Quality-10

4.2 Violating Maxim of Quantity-11

4.3 Violating Maxim of Relation-11

4.4 Violating Maxim of Manner-12

   4.5Strategies about the Violations of CP -12

5.Conclusion-14

References-15