Chapter 1 Introduction 1
Chapter 2 Business Communication 8
2.1 Business Communication in General 8
2.2 Business Negotiation 9
2.2.1 The Definition og Business Negotiation 9
2.2.2 The Principles of Business Negotiation 11
2.2.3 The Language in the Context of Business Negotiation 13
2.3 Business Correspondence 15
2.3.1 Definition of Business Correspondence 15
2.3.2 Nature of Business Correspondence 15
2.3.3 Classification of Business Letters 17
2.3.4 Functions of Business Letters 18
Chapter 3 A Brief Survey of Politeness 20
3.1 The Definition of Politeness 20
3.2 Relevant Theories on Politeness 22
3.2.1 Politeness Principle 22
3.2.2 Pragmatics Scales of Politeness 24
3.2.3 The Face Theory 27
Chapter 4 The Polite Strategies in Business Negotiation 30
4.1 Vagueness 30
4.2 Euphemism 37
4.3 Understatement 43
4.4 Compliment 47
Chapter 5 The Polite Strategies in Business Correspondence 53
5.1 The Analysis of Language Features in Business Correspondence 54
5.1.1 Stylistic Features of Business Letters 54
5.1.2 Syntactic Features of Language in Business Letters 59
5.1.3 Discourse Features of Business Letters 60
5.1.3.1 Layout of business Letters 60
5.1.3.2 Paragraphing of the Body of Business Letters 61
5.1.3.3 Analysis of the Discourse Coherence and Cohesion 62
5.1.4 Pragmatic Analysis of Business Letters 63
5.2 The Cooperative Principle in Everyday Letters 64
5.2.1 Analysis of Everyday Letters 64
5.2.2 The Cooperative Principle and the Language in Everyday Letters 65
5.3 The You-attitude Strategy in Persuasive Letters 71
5.4 The Inductive Strategy in International Business Letters Communicating Unpleasant Business Letters 74
5.4.1 The Language Characteristics of Unpleasant-news Business Letters 76
5.4.2 The Inductive Approach 91
5.4.3 The Advantages of the Inductive Approach 93
5.4.4 Types of International Business Letters Communicating Unpleasant-news 94
5.5 The Deductive Strategy in International Business Letters Communicating Pleasant News 104
5.5.1 The Language Characteristics of International Business Letters Communicating Pleasant News 104
5.5.2 The Deductive Approach 110
5.5.3 Types of International Business Letters Communicating Pleasant News 111
Summary 123
Bibliography 125