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1、北京物资学院本科毕业论文（设计）开题报告学生姓名学号学院（系）班级论文（设计）题目An Analysis of the Cultural Differences in Chinese and Western Politeness Principle and Face Theory in Business Negotiation浅析商务沟通中的中西礼貌及面子文化差异指导老师姓名职 称指导老师研究方向一、论文（设计）选题的依据Social advancement and technology development have brought revolution for everything i.
2、e. ways of working, styles of living, education, entertainment and Communication. With the advancement of economic globalization, especially after chinas joining the international trade, business negotiation is becoming more and more frequent and crucial. If we want to communicate with foreigners re
3、soundingly and do an effective job in every business, we must understand the culture of the countries all over the world. The international business negotiation is inevitable. So, knowing the habits and cultures in different countries of the world, discussing business negotiation from the perspectiv
4、e of different culture, analyzing the process and the styles of business negotiations around the world, are observably helpful to enhance Chinese businessmen in the competitive international trade market. In todays economic globalization, along with the increasing of the business communication activ
5、ities, understanding and comprehensions of the cultural differences between various countries is especially important, otherwise it may give rise to unnecessary misunderstandings, even may directly affect the actual effect of business activities. This means that how to resolve the impact in differen
6、t cultural background on business negotiation is very significant. Politeness, as one of the basic means to ensure the success and smooth negotiations of business communication, has already drawn much attention from the social linguistics, pragmatics, psychology and cognitive linguistics. Courtesy i
7、s the symbol of human civilization. Language activities is an inevitable part of human activity, however, it is also subject to some criterions. Politeness principles are widely used by all walks of social groups as means of showing civilization, but we must be admitted that the different connotatio
8、ns of them, the strategies we use, many aspects they cover, diverse standards and various emphasis are of great differences between the different cultures, and sometimes they may be at opposite poles. No one would deny that politeness is extremely essential for successful communication. As an import
9、ant and significant strategy, politeness is supposed to be abided by both sides of communication. Rules of politeness vary a lot in different cultures and often have different connotations, sometimes even conflicting. In the negotiations, we need to pay attention to the politeness principles of the
10、other side of the communication according to their culture and background to achieve the purpose of negotiations and to convey Chinas etiquette culture. China is an ancient civilization, a land of courtesy, which always attach great importance to use polite language. In recent years, the problems of
11、 using proper courtesy language have also attracted many considerations and attentions from in the domestic linguistics circle. English is mostly used in business negotiation, thus increasing the difficulty of the communication. In this case, we ought to meet certain etiquettes.二、论文（设计）的主要研究内容及预期目标C
12、urrently, numerous international companies and transnational corporations have been gradually established in many big cities in china, such as Beijing and Shanghai. With trade highly expansion and increasingly opportunities for cross-cultural communication all these year, these new pattern enterpris
13、es have obviously distinguished corporate values and provided plenty of new development opportunities to Chinese people,. In order to establish and maintain good business relationships and long-term cooperation during the process of commercial trade, correct and appropriate English business negotiat
14、ions have been widely applied in business area to deal with trade affairs and problems, establish brand images and deliver business messages.so having a good knowledge of business negotiation skills and mastering the characteristics of the foreign language as well as the culture are self-evidently c
15、rucial, for they stand for the company public image and corporate reputation. On the one hand, politeness principle has been the basic regulation for English business negotiation, and different types of business negotiation have different politeness strategies. On the other hand, face culture also p
16、lays an irreplaceable part in the success of cross-cultural business negotiation. However, the differences between Chinese and Western Face Culture actually cause the widely divergence of pragmatic strategies.Content:1 an introduction1.1 introduce the topic1.2 the background of the study1.3 the sign
17、ificance of selecting the topic1.4 the methodology and the structure of the paper2 literature review2.1 relevant theories2.2 cross-cultural/intercultural communication2.3 business negotiation2.3.1 the definition of negotiation2.3.2 the definition of business negotiation2.3.3 the characteristics of b
18、usiness negotiation2.3.3.1 objectivity2.3.3.2 pertinence2.3.3.3 logicality2.3.3.4 accuracy2.3.3.5 flexibility2.3.4 the relationship between business negotiation and culture3 discussion3.1 politeness principle3.1.1 the definition of politeness 3.1.2 politeness principle3.1.2.1 western politeness prin
19、ciple3.1.2.2 Chinese politeness principle3.1.3 the comparisons between Chinese and western politeness principle 3.1.4 different politeness principles used in business negotiation3.2 Face theory3.2.1 The definition of face theory3.2.2 Face theory3.2.2.1 western face theory3.2.2.2 Chinese face theory
20、3.2.3 the comparisons between Chinese and western face theory3.2.4 different face theory used in business negotiation4 conclusion 4.1 summarizing the major points 4.2 limitations of the paper 4.3 Suggestions for further studyReferenceAcknowledgeThe thesis is divided into 4 chapters. Its main content
21、s are as follows: Chapter One is the introduction, which briefly introduces the background and significance of this study.Chapter Two is the literature view, which mainly introduces the related theory, the basic definitions, the concepts and the domestic and foreign research on this topic.Chapter Th
22、ree is the main part of this paper; mainly discuss differences between Chinese and Western Politeness Principles and face cultural, trying to find a reasonable way of business communication, methods.The last part is conclusion, which puts forward some suggestions on how to improve the level and abil
23、ity of business communication from the point of view of politeness and face culture, and gives a summary of the whole thesis.三、论文（设计）的主要研究方案As the rapid development of world economy internationalization, overseas companies, multinational companies gradually spread widely across Chinese. At the same
24、time, increasingly frequent international business contacts make business communications more and more important in various fields. Business communications has been widely used in business contacts, to express thoughts, establish and maintain a good business relationship. Politeness is an indispensa
25、ble part of our daily life and social life. Politeness is one the standard of a successful communication, and often used as the sign to measure the level of development of the society. Also, politeness principle has been the basic principles and requirements of business communications; different bus
26、iness communication needs different politeness principles. The face culture is a complex social and psychological phenomenon, which exists in various forms in the country, especially in the China and it has already formed a unique culture. Its importance has attracted wide concern, because it plays
27、an important role in intercultural communication. The difference between Chinese and western face culture has a great difference in meaning and value, which also cause differences in the application of pragmatic strategies.The thesis is divided into 4 chapters. Its main contents are as follows: Chap
28、ter One is the introduction, which briefly introduces the background and significance of this study.Chapter Two is the literature view, which mainly introduces the related theory, the basic definitions, the concepts and the domestic and foreign research on this topic.Chapter Three is the main part o
29、f this paper; mainly discuss differences between Chinese and Western Politeness Principles and face cultural, trying to find a reasonable way of business communication, methods.The last part is conclusion, which puts forward some suggestions on how to improve the level and ability of business commun
30、ication from the point of view of politeness and face culture, and gives a summary of the whole thesis.四、论文（设计）文献综述The development of economy nowadays provides more advanced ways and more opportunities for communication. Thus the importance of culture is more and more apparent during communication.
31、In daily life, it is not difficult to find polite behavior in human communication. Politeness Principles obviously constrain the behaviors of people. As the related aspects of intercultural communication is booming rise, how to define the manners and how to behave properly in communication has attra
32、cted widespread attentions. At the same time, good manners and face culture are important research topic in the field of modern linguistics. As a branch of pragmatics, studies of politeness phenomena and the politeness principles are also caused wide attentions of numerous scholars both at home and
33、abroad. Since the 1970 s, linguists have put forward various theories, regarding the politeness as a linguistic phenomenon to explain. And many researchers have studied the importance and functions of politeness Principles and face theory.Many researchers have realized the critical role of politenes
34、s in business Communications. Among them, Brown and Levinsons face theory and Leechs politeness principle of politeness research played vital part. Face-negotiation theory is a theory first proposed by Brown and Levinson (1978) to understand how people from different cultures manage rapport and disa
35、greements 1. The theory posits face, or self-image, as a universal phenomenon that pervades across cultures. In conflicts, ones face is threatened; and thus the person tends to save or restore his or her face. This set of communicative behaviors, according to the theory, is called facework2. Since p
36、eople frame the situated meaning of face and enact facework differently from one culture to the next, the theory poses a cultural-general framework to examine facework negotiation. Face negotiation theory addresses intercultural communication on cultural, individual, and inter-relational levels. Ind
37、ividualistic and collectivistic cultures will have different methods of maintaining face and resolving conflict. What comes naturally to people from one culture may not seem an appropriate communication style to individuals from another culture. One direct application of face-negotiation theory is t
38、he design of intercultural conflict training frameworks. Part of the objective of face-negotiation theory, according to Ting-Toomey, is in fact to translate the theory into a viable framework for mindful intercultural conflict training. According to Geoffrey Leech, there is a politeness principle wi
39、th conversational maxims similar to those formulated by Paul Grice. He lists six maxims: tact, generosity, approbation, modesty, agreement, and sympathy. These maxims vary from culture to culture: what may be considered polite in one culture may be strange or downright rude in another 3. And Grice,
40、a philosopher in the United States, believed that, in order to achieve a particular goal, a principle that the two parties should abide by in all the activities of language communicative is called communication principle. However, in practice, it cannot explain why people would rather violate the pr
41、inciple of conversation to communicate in a subtle and indirect way to express their emotions and meanings, and in many cases people do it just because of courtesy 4. While China scholar Gu Yueguo, Huang Yan also made momentous modifications and supplements on the basis of predecessors politeness pr
42、inciple. Gricean treatment of politeness has been much criticized: for example, it has been criticized by Gu Yueguo and Huang Yan for being expansionist (adding new maxims to the Gricean model) rather than reductionist (reducing Grices four maxims to a smaller number, as in Relevance theory, where t
43、he Maxim of Relation, or principle of relevance, is the only one that survives) 56.We should be aware of that different culture between Chinese and Western concludes different polite languages and various means of politeness criteria. If people evaluate other polite cultural background or measure pe
44、oples words and deeds only according to the social customs and cultural values in a certain cultural background, it will often lead to the failure of cross-cultural communication. In view of the positive influence of politeness on intercultural communication and foreign language learning, the study
45、of politeness is very important. Based on the theory of politeness in pragmatics, this paper makes a contrastive analysis of the pragmatic differences between English and Chinese, and puts forward some suggestions on how to improve intercultural communicative competence and improve the level of fore
46、ign language learning. Face culture exists in various forms in the country, especially in the China and it formed a unique face culture. Nevertheless due to the different cultural connotation of the form, face culture have great difference, strategies to maintain face and shame also appears similari
47、ties and differences. China emphasizes that the individual belongs to the society and the individual is featherweight, so the face culture also pays attention to the positive face”. However, compared the difference between Chinese and Western, Western emphasis on the pursuit of individualism and sel
48、f-release, focusing more on negative face face culture plays such an important role in intercultural communication which may decide the success or failure of the communications.五、参考文献1Brown, P., & Levinson, S. C. (1978). Universals in language usage: Politeness phenomena. In Questions and politeness: Strategies in social interaction (pp.56311). Cambridge University Press.2Cupach, W. & Metts, S. (1994). Facework. Thousand Oaks, CA: Sage.3 Brown, P. and Levinson, S (1987) Politeness: Some Universals in Language. Cambridge: Cambridge University Press.4Ting-Toomey, S. (2004). Translatin