Abstract

With the development of globalization, the trade between nations and enterprises is becoming more and more frequent. As an indispensable means of communication, humor, whose function can never be underestimated, has frequently been applied in business negotiations. People usually think that humor, as an informal language, should be avoided in business negotiations. However, many studies on business negotiations and humor have shown that the appropriate and flexible use of humor in business negotiations has positive functions in that it can break the deadlock, reconcile the embarrassing atmosphere and create a harmonious atmosphere in business negotiations. Therefore, it is of great significance to analyze the application of humor in business negotiations.

The thesis makes a comprehensive study of the application of humor in business negotiations by analyzing its characteristics, namely, implicity, fuzziness, satire, and also discusses the positive functions of humor. At the end of the thesis, it makes a summary of the guiding principles in using humor, that is, (1) the principle of appropriateness. Negotiators should use humor accordingly taking occasion into consideration; (2) the principle of culture. When using humor in business negotiations, negotiators need to pay attention to the difference in culture and race.

Through a study on relevant cases, the thesis discusses the application of humor in business negotiations. It focuses on the the practical use of humor in order to help negotiator use humor properly and effectively so as to increase the chances of success in business negotiations. 

Key words: humor；business negotiation；guiding principles

Contents

Abstract

中文摘要

1 Introduction-1

1.1 The background of the study-1

1.2 The structure of the study-1

2 Literature review-2

 2.1 The significance of the study-2

 2.2 Previous studies of humor abroad-2

 2.3 Previous studies of humor in China-3

3 Business negotiation-3

3.1 The definition of business negotiation-4

3.2 The features of business negotiation-4

3.2.1 Economy-4

3.2.2 Reciprocity-5

3.2.2 Contradictoriness-6

3.3 The function of business negotiation-6

3.3.1 Establishing bond in business exchange activities-6

3.3.2 Promoting enterprises' images-7

3.3.3 Achieving economic goals-7

4 Languages of humor-8

4.1 The definition of humor-8

4.2 The characteristics of humor-9

4.2.1 Implicity-9

4.2.2 Fuzziness-10

4.2.3 Satire-10

5 On the application of humor in business negotiations-11

5.1 The significance of humor-11

5.1.1 The lubricant in business negotiations-11

5.1.2 The blending agent of conflicts-12

5.2 The functions of humorous languages in business negotiations-12

5.2.1 Breaking the deadlock-12

5.2.2 Reconciling the embarrassing atmosphere-13

5.2.3 Creating a harmonious environment-14

5.3 Guiding principles in using humor in business negotiations-14

  5.3.1 The principle of appropriateness-14

  5.3.2 The principle of culture-16

6 Conclusion-17

6.1 Major findings-17

6.2 Limitations-17

Reference-19