礼貌原则指导下的商务英语信函写作

礼貌原则指导下的商务英语信函写作

Business letter writing under the guidance of politeness principle

摘要：礼貌是语言交际中的普遍现象,也是商务英语信函中最令人关注的语言特征。恰当运用礼貌原则有助于信函作者写出得体、礼貌的商务英语信函,获得期望中的效果,从而实现商务活动中的双赢。笔者通过系统分析和大量实例比较,论述外贸信函英语应坚持礼貌原则,归纳出当代商务英语信函中的礼貌表现。

关键词：礼貌原则；商务英语信函

引言

随着中国经济的迅猛发展和世界经济全球一体化区域集团化进程的加快，中国与世界各国间的合作向着纵深方向发展，经贸往来日益频繁，与此同时，商务英语在中外贸易交往中发挥了重要作用。其中，商务信函更是中外企业之间业务往来使用最为频繁的沟通工具。因此，对于英语专业高年级的学生或者专门学习经贸英语的学生而言，在学习商务信函写作过程中，学会如何得体、恰当地与客户交流沟通是十分重要的，在某种程度上，甚至关系到贸易的得失成败。

一、商务英语社交及事务书信的基本写作原则

商务英语社交及事务书信与商务函电同属于商务应用文．其基本写作原则可以用7C来概括，即礼貌(courtesy)、完整(completeness)、正确(correctness)、清楚(clearness)、简洁(conciseness)、具体(concreteness)和体谅(consideration)。其中．礼貌这一原则可谓诸原则中最重要的。毕竟。商务书信的目的是要通过处理商务社交事宜、传递信息来建立或巩固商务或个人感情。可以想象．一封缺乏礼貌的书信。即使再完美无缺、正确无误、清晰明了、言简意赅、具体形象、考虑周到。也不可能达到预期的效果只会让收信人反感厌恶，结果适得其反。由此可见，礼貌原则在商务书信写作中置关重要。

二、Leech的礼貌原则

The politeness principle of Leech

对英语礼貌原则,传统上较注意从语用学的理论角度来分析。英国语言学家Leech 在这一方面有较大的贡献, Leech 是在对言语行为理论( Speech Act Theory) 和合作原则( Co2operativePrincip les)进行批判发展的基础上提出了礼貌原则,他成功

地解释了合作原则所不能解释的人们表达意图是语言的间接性,从而弥补了合作原则的某些缺陷, 完善了格莱斯的会话含义学说( conversational implicative) 。For English politeness principle, traditionally a note from a pragmatic theory perspective. British linguists Leech in this hand to make a greater contribution to Leech is, in Speech Act Theory (bring) and principle of cooperation guys Act (Co2operativePrincip criticizes development les) are put forward on the basis of politeness principle, he successfully explained the principle of cooperation can explain people express intention is the language of indirectness, offsetting the cooperative principle has some shortcomings, and improves the grice's cooperative meaning doctrine (conversational implicative).

Leech 指出,在交往中人们为了不直截了当地触及对方的“面子”,只能拐弯抹角、含蓄间接地表达其真实的信息,而让听者自己去理解他的“言外之意”。礼貌原则就是在其他条件相同的情况下,把不礼貌的信念减弱到最低限度。Leech points out, in intercourse people for not flatly touched the other "face", can beat around the bush, implicative indirectly to express their true information, but let the listener's own to understand his "illocutionary". The politeness principle is the same in other conditions, not polite to a minimum. Faith abate

把一些对听话人或第三者来说不礼貌的话,或是略去不说或是婉转间接地说出来。礼貌原则要求人们在交际中尽量减少有损他人的、有利自己的观点;尽量减少对他人的贬低,对自己的赞赏;尽量减少对他人观点的不一致和感情的对立。Put some third party to obedient or is not polite, or avoid say or tactfully indirectly speak out. The politeness principle, ask people in the communication to minimize the detrimental to others, favorable own viewpoint; Minimize the demeaning to others for your own admiration; Try to reduce to others view inconsistencies and feelings of the conflict.

概括地说,礼貌原则就是在其他条件相同的情况下,把不礼貌的信念减弱到最低限度,把一些对听话人或第三者来说是不礼貌的话,或是略去不说,或是婉转、间接地说出来。礼貌原则具体内容如下: Generally speaking, the politeness principle is the same in other conditions, not polite to a minimum, belief weakened to some people or a third party would be obedient, or avoid not polite, or never good.tactfully, indirectly, say it. The politeness principle specific content as follows:

(1)得体准则( tact maxim) :尽量减少表达有损于他人的观点。尽量少让自己吃亏,多让别人得益。Appropriate standards (tact maxim) : minimize express beneath the views of others. Less as far as possible let oneself suffer, more let others benefits.

(2)慷慨准则( generosity maxim) :减少表达利己的观点。尽量少使自己得益,多让自己吃亏。Generous standards (generosity maxim) : reduce express themselves viewpoint. Benefit himself less as far as possible, let oneself illiteracy.

(3)赞誉准则( app robation maxim) :减少表达对他人的贬损。尽量少贬低别人,多赞誉别人。Praise criteria (maxim) : reduce robation app for others express put-down. Debased others less as far as possible, much praise others.

(4)谦虚准则(modesty maxim) : 减少对自己的表扬。尽量少赞誉自己,多赞誉别人。Modest standards maxim) : reduce certain constraints (modesty about their praise. Praise yourself, much less as far as possible praise others.

(5)一致准则( agreementmaxim) :减少自己与别人在观点上的不一致。尽量减少双方的分歧,尽量双方一致。Consistent standards (agreementmaxim) : reduce oneself and others in the viewpoint of inconsistent. Try to reduce their differences, the two sides agreed as far as possible.

(6)同情准则( sympathy maxim) :减少自己与他人在感情上的对立。尽量减少双方的反感,增加双方的同情。Sympathy criteria (maxim) : reduce his sympathy with others in

emotional conflict. Try to reduce both antipathy, increase both sympathy.

由此我们可以得出:在礼貌原则指导下的交际双方应尽量多给对方一些方便或是使对方受益,在尊重对方的同时,也能获得对方对自己的好感,进而有助于促进双方商务活动的顺利进行,因此礼貌原则在商务英语信函写作中具有很强的指导作用。From the above we can come to: under the guidance of the politeness principle should as far as possible much two communicating parties to each other some convenient or make the other side benefit, in respect each other while, also can win, and for their goodwill helps promote both business activities smoothly, so the politeness principle in business English letter writing has a strong instruction function.

三、商务英语信函中的礼貌表现

(一)商业信函中的积极礼貌表现

按照西方社会学家布朗和列文森的礼貌理论,积极礼貌策略就是说话人为了满足听话人对积极面子的需求而采取的措施。积极面子是指希望得到别人的肯定和赞许。为保住对方的积极面子不受损害,说话人有必要使用积极礼貌策略,千方百计让听话人的面子得到尊重。为此,说话人可以通过迎合听话人心意和取悦听话人的语言的运用,让听话人感到自己的行为获得了说话人的承认和赞美。在商务信函中,积极的礼貌表现主要体现为四种策略:赞美、展示人情味、避免不和与声称关系近。

1. 赞美

赞美策略是一种满足听话人积极面子需求的积极策略,是一种“社交催化剂”。它是利用夸奖、恭维来满足对方的求荣心理,以引起对方的注意和兴趣。不同的场合使用恰当的赞美语可以给人们的生活带来愉悦和满足感,促使人际关系变得和谐融洽,起到润滑油的作用。在商务英语信函中,经常夸赞对方是很有必要的,但千万别变成一味奉承、吹捧。即使对方的商誉、产品、技术等方面确实值得赞许,也要注意把握尺度,不可滥用溢美之词。过了头的赞扬、恭维透着虚伪,给人一种言不由衷的感觉,反而显得不礼貌。所以,在写作信函时,既要在遵循礼貌原则(Politeness Principe) 中尽量多用赞誉对方的赞誉准(Approbation Maxim) ,又要做到恰如其分地夸奖对方。下面是一个在自然而不夸张的语气中透出赞美之情的好例子:We find both quality and p races are satisfactory and are p leased top lace an order with you for the following : ?(经检查,贵方产品的质量和价格都使我方

很满意。因此,决定向贵方定货,具体的款项如下: ??)

2. 展示人情味

中国人很重感情,人们互相关心、互相理解。尤其当对方发生了不幸或不愉快的事情时,往往会向对方表达亲切或同情之意,并且会表示一定的理解和美好的祝福。这种写信人向收信人表达关心、理解或同情的方式称作“展示人情味”策略。谚语说得好:“患难的朋友才是真正的朋友”。此话道出的真谛同样适用于商业伙伴之间的相处。当朋友遭遇不幸时,恐怕没有什么能比表示深切慰问的信更能让人感激,更彰显礼貌了。例如:We acknowledge receipt of your letter dated the 3 rd this month enclosing the rep zoography of the insurance policy, we are regret for your loss. (本月3日来函和保险单复印件已经收到,我们对贵公司所遭受的损失深表同情。)这是一封与遭受损失的公司就交货期限进行磋商的信函,信中表达了己方对对方遭受的损失的同情与关心,充分体现了写信人富有人情味的一面。

3. 避免不和避免不和

在商务信函写作中,主要表现为当写信人不同意对方的观点或不愿满足对方的要求或请求时,为了不造成对对方的直接否定,维护对方的积极面子,在回信时

写信人要避免直陈不同的意见。例如:We sincerely recommend you to accept t our proposal as our stocks are getting lower and lower day and day , and we are afraid we shall be unable to meet your requirements if you fail to let us have your confirmation by return。(我们真诚地劝告贵方接受我们的建议,因为我们的库存逐日减少。如果贵方不立即确定,我们恐怕将无法满足贵方需要。)在此句中,如果把recommend 改为advise的话,就会不妥。因为advise 有一种居高临下的涵义,好像非接受我们的建议不可,其实对方接不接受得由自己作主,别人无权干涉。再如:According to our records, you have not yet settled your account for electronic equipment supp lied to you on 10 th December and 20 th January this year. (根据我方存档,贵方尚未还清我方今年12月10日以及1月20日向贵方提供的电子设备货物的资金。)作者用According to our records这个间接缓和模糊限制语来缓和对方未付款的事实。特别要注意,当双方观点不能统一时,我们首先要理解并尊重对方的观点。如果对方的建议不合理或者对您的指责不公平时,您可以据理力争,说明您的观点,但注意要

讲究礼节礼貌,避免用冒犯性的语言。

4. 声称关系亲近

在商业信函中,如果写信人与收信人之间非常熟悉,当写信人向收信人提出要求或者建议时,写信人可以通过声称自己与对方有亲密的关系,或从对方的立场考虑某一建议来向对方传递友好之情,这种方式就是“声称关系亲近”策略[ 3 ] (P24) 。In view of our longstanding business relationship that we make you such an offer。(鉴于咱们之间长久的贸易伙伴关系,我们特向贵方报价如下。)例句中通过“咱们”的运用,表达了写信人视收信人为伙伴之意,这种亲善的言语在极大程度上既可以维护收信人的面子,又可以帮助交际的双方实现互利。

(二)商业信函中的消极礼貌表现

在布朗和列文森的理论体系中,消极面子指不希望别人强加于自己,自己的行为不受别人的干涉、阻碍。消极礼貌策略主要是说话人意欲部分地满足听话人的消极面子而采取的措施。比如当一方提出请求、命令或建议时,对方的私人空间就受到了侵犯,这时说话人应该采取一定的措施去维护听话人的消极面子。消极的礼貌表现在商务信函中主要体现在以下三个方面:减缓语气、表示敬意、道歉。

减缓语气

减缓语气策略指的是当写信人向对方提出建议、要求或批评时,写信人运用一定的表达方式来减轻或缓和语气,使言语的强制力变小,从而减弱对对方消极面子的威胁的方法。例如: Excuse me, I was wondering if you could possibly send us your latest sample machine? (贵方可否将贵公司最新的机器样品邮寄一份给我们

公司?)在间接式请求中,不同的文化中首先遵循的语用准则有所差异。英美人的个人取向使得他们首先考虑彼此之间的消极面子不受影响。汉语言文化中理解的“脸”和“面子”,要求在言语交际中讲究“赏脸”,避免“丢脸”,中国人的他人取向使得他们考虑顾及双方的“脸”和“面子”,既考虑不损害自己也不损害对方的积极面子。

表示敬意

表示敬意策略指写信人运用谦卑的语言来降低自己或抬高对方的身价,使收信人和自己的差异得以显露,从而体现出写信人对收信人的尊重。写信人通过抬

高对方的身份,降低自己的身份,表明自己对对方消极面子的维护和尊重,从避免与对方潜在的冲突,实现与对方成功交流的目的。如“You - attitude”(您为重)的表达方式,准确地说是体现在态度上的。写信人应时时从对方立场出发,处处持为对方着想的态度,尊重、体谅、赞誉对方,尽量使对方受益。在此基础上,尽可能以自然为前提,恰当地使用“你”、“我”。试比较下列句子:

(1) You can have your goods delivered on any weekday.

(您要求在任何工作日装运货物均可。)

(2)We cannot deliver at the weekend. (我们不能在周

末装运。)

(3) You will be able to receive a full refund of deposit if you return the goods within a week. (您如果能在一星期内退

货,就能得到定金退款。)

(4)We cannot refund your deposit unless you return the Goods within a week. (除非你们在一星期内退货,否则我们

不退还定金。)

3. 道歉

道歉策略指的是当交际中的一方冒犯了另一方时,冒犯方向被冒犯的一方赔礼歉,以此来维护被冒犯一方的面子,并且弥补冒犯的后果,进而恢复双方之间的和谐关系。主要有两种方式:一种方式是直接道歉。为了维护对方的面子,并且弥补对对方冒犯的后果,道歉者可以直接向抱怨者道歉(说“抱歉”、“对不起”深表歉意或“请原谅”之类的话)承认自己的过失,请求对方谅解,并表示愿意进行赔偿,进而促使双方步入正常的交际轨道。一般使用这种方法的信函都是投诉处理函(表接受) 。如:We are sorry for the trouble caused you by the error and wish to assure you that care will be taken in the execution of your further orders. (对由此错误给贵方带来的麻烦,我们非常抱歉,并保证:在履行贵方今后的定单时,一定谨慎小心。)一种方式是间接道歉。间接道歉指的是道歉者向对方道歉,承认自己的过失,但倾向于降低己方的过失程度或提供理由说明过失并非是故意的,以减轻责任。与第一种方式不同的是写信人在维护收信人的消极面子的同时,也对自己的积极面子有所照顾。如:We regret to advise that we are unable to make an offer for the time being owing to heavy demands. A cable to this effect has been sent today to you. However, we shall not fail to inform you whenever a fresh supply becomes available. (由于当前对该商品的需求量较大,暂时难发盘;因此,已于今日致电贵方,告知此意,一俟有新货可供,当即奉告,此复。) [ 6 ] (P3)不管是哪一种道歉的方式,都是因为某种言语行为违反了商业常规(不管这种违反是真实的还是潜在的) ,收信人的个人权利受到了威胁而采取的措施。因此,写信人通过言语或行为向收信人道歉以维护收信人的面子,有助于改善买卖双方的贸易关系,把双方的损失减到最小。

四、礼貌原则在商务信函中的具体应用

(一) 注意话语的选择是否具有亲和力

每一封信函的往来都是发信人与收信人之间的一次信息交流,也是一种感情碰撞,人都是感性的,所以发信人需要在信函里体现感性的一面。然而很多人都有一种误解,以为写作商务信函就应该用一种特殊的“生意腔”,于是把一封本来应该是热情而友好的信函写得呆板而死气沉沉。其实每次信函的往来就是跟对方进行一次

交谈,只不过是把交谈的内容写到了纸上而已。

多用一些简单明了的语句,才能让我们的信函读起来热情、友好,就像两个朋友之间的谈话那样简单、自然、人性化。例如:

Your letter has been received. (贵方来信已收到。)

I have received your letter. (我们已收到贵方来信了。)

Your complaint is being looked into. (你的投诉已引起我们的

注意了。)

We are looking into your complaint. (我们已注意到你的投诉了。)

从以上的四个例句可以看出,第一和第三例更显随意亲切。

(二) 注意话语信息在不同人文背景下的解读

受历史、地理、生活方式、宗教信仰等文化因素的制约和影响,不同的文化团体有不同的文化价值观,他们对礼貌的敏感度存在差异。因此,在商务英语信函的写作中,我们要注意不同文化背景在商务信函中的解读。We regret that we are unable to consider your request for payment on D/ A terms. As a rule, we ask for payment by L/ C. But in view of our friendly relationship as well as our willingness to support our Indian friends ,we will accept payment for your trial order on D/P basis as an exceptional case.写信人为了表示友好,特意表明对印度朋友的支持态度,以为这样会更显礼貌,但实际效果却适得其反,这会让对方认为是居高临下的姿态,有种族歧视和经济歧视之嫌,从而产生反感。由此可见,在国际经济交往活动中,要重视文化差异,实现商务信息在不同文化背景下的正确解读,保持公平对等的态度,避兔造成不必要的误会。在此例句中,应将“as well as our willingness to support our Indian friends”删去。

五、Embodiment of syntactic rhetoric of the politeness principle in business letter writing

We could say that, the politeness principle of business English letter writting firstly embodies in the specific context and of the language users’ choosing of words, while this choice just reflects the above principle. There is a saying that: " Words have three said, suitable for beautiful".

商务英语信函的得体性表现在句法的修辞上，即对于句子的有选择的使用上。Appropriateness of business English letters have performance in syntax rhetoric, namely the sentence of choice for use on.

虽然不同的几个句子能够表达同样的意思，但在某个语境中，只有一个最恰当的，也就是说，只有一个最得体的表达方式。

Although different several sentence to express the same meaning, but in a context, only one of the most appropriate, that is to say, only one of the most appropriate mode of expression.

所谓“话有三说，巧说为妙”。

The so-called "word has three say, qiao said is wonderful."

1.提出要求的礼貌表达策略Request courtesy expression strategy

在商务交际活动中，人们不可避免地会提出自己的要求，而如何恰当的提出自己的要求是需要人们斟酌的。因为从礼貌原则的得体准则和慷慨准则的角度看，向对方提出要求实际上是有可能要对方蒙受损失的。那么说话人应该考虑损益程度等级，选择程度等级和间接程度等级了。恰当地提出的要求很可能被接受；相反，就会被拒绝了。如何得体得提出自己的要求呢？

在商务交际活动中，人们不可避免地会提出自己的要求，而如何恰当的提出自己的要求是需要人们斟酌的。

In business communication, people inevitably proposed own requirements, and about the proper proposed own requirement is need people to consider.

因为从礼貌原则的得体准则和慷慨准则的角度看，向对方提出要求实际上是有可能要对方蒙受损失的。

Because from the politeness principle of proper standards and generous standards perspective, to the other party request is actually likely to suffer a loss of each other.

那么说话人应该考虑损益程度等级，选择程度等级和间接程度等级了。

So speaker should consider and losses degree level, choose degree level and indirect degree level.

恰当地提出的要求很可能被接受；

Properly request is likely to be accepted;

相反，就会被拒绝了。

Instead, will be refused.

如何得体得提出自己的要求呢？

How to appropriately to propose their own requirements?

(1)用祈使句提出要求

这是最常见的提出要求的方法，也是比较直接的方法，但是使用的频率较低。例如：(1)用祈使句提出要求

(1) use imperative request

这是最常见的提出要求的方法，也是比较直接的方法，但是使用的频率较低。

This is the most common method of the request, also be more direct approach, but use frequency is low.

例如：

For example:

We would like you to send us details of your various ranges.

Please make sure that the L/C stipulations are in exact accordance with the terms set forth on our sales confirmation.

(2)用条件句提出要求

这是一种比较间接的提出要求的策略，很委婉，读者不难体会对方的言外之意。在某些情况下，这是一种很得体的策略。例如：(2)用条件句提出要求

(2) use conditional sentence request

这是一种比较间接的提出要求的策略，很委婉，读者不难体会对方的言外之意。

This is a more indirect request strategy, very tactful, easy to realize the reader other implication.

在某些情况下，这是一种很得体的策略。

In some cases, this is a very appropriate strategy.

例如：

For example:

We would be very pleased if you would assist us in this respect.

We are pleased to give you an order for the following items on the understating that they will be supplied from current stock at the prices named.

(3)用有隐含义的句型提出要求

这暗合了礼貌原则中的一致准则和同情准则, 是一种很委婉的提出要求的

策略。提出要求的人试图与对方寻求共同的利益，与对方拉近心理距离，使得对方欣然接受他提出的要求。或者提出要求的一方尽量多的使用正面的表达，避免反面的表达，目的是避免引起对方的不悦情绪或者避免伤害对方的面子和自卫心理，从而乐于接受他的要求。例如：(3)用有隐含义的句型提出要求

(3) the sentence patterns with implication request

这暗合了礼貌原则中的一致准则和同情准则, 是一种很委婉的提出要求的策略。

This implies the politeness principle, the same criteria and sympathy standards, is a kind of very pushy request strategy.

提出要求的人试图与对方寻求共同的利益，与对方拉近心理距离，使得对方欣然接受他提出的要求。

Request people attempt to seek common interests with each other, and the other side close psychological distance makes the other embraced his request.

或者提出要求的一方尽量多的使用正面的表达，避免反面的表达，目的是避免引起对方的不悦情绪或者避免伤害对方的面子和自卫心

Or request side as far as possible much use of positive expression, avoid negative express, the purpose of which is to avoid causing each other's unhappy mood or avoid hurt each other's face and self-defense heart

理，从而乐于接受他的要求。

Richard, thus willing to accept his request.

例如：

For example:

It is understood that a letter of credit in our favor covering the above-mentioned goods will be established immediately.

We shall be most grateful // appreciated for any information you can obtain for us.

May we suggest the whenever you have orders to place with us, you send them to us as soon as possible.

Your prompt attention to shipment is most desirable to all parties concerned.

这些表达方式与命令式的祈使句的表达效果形成了鲜明的对比。

With these expressions of expressing effect at the discretion of the imperative form bright contrast.

2.不利因素和异议的礼貌表达策略Dissidents and unfavorable factors of polite expression strategy

对于不利和异议的委婉表达主要体现在说话者使用一些模糊词汇，如：seem, probably, moderately, appear 间接表达自己的观点，缩小双方的心理差距，提高对方对于不利因素的承受能力。这其实契合了礼貌原则中的慷慨准则,一致准则和同情准则，即使对方多受益；使用间接表达，尽量与对方保持心理的一致。如以下的例句：

同情准则：站在对方的角度考虑问题，替对方着想，考虑对方所处的困境。对于不利和异议的委婉表达主要体现在说话者使用一些模糊词汇，如：seem, probably, moderately, appear 间接表达自己的观点，缩小双方的心理差距，提高对方对于不利因素的承受能力。

For adverse dissidents and elaborate euphemisms mainly reflects in speakers use some fuzzy words, such as: moderately, probably, like, regular indirect express his views, bridging the psychological gap, improve each other to withstand adverse factors.

这其实契合了礼貌原则中的慷慨准则,一致准则和同情准则，即使对方多受益；

This actually agree with the politeness principle, consistent standards and generous standards, even though each other more sympathy standards benefit;

使用间接表达，尽量与对方保持心理的一致。

Use indirect expression, as far as possible with each other maintain mental consensus.

如

if

以下的例句：

The following example:

同情准则：站在对方的角度考虑问题，替对方着想，考虑对方所处的困境。

Sympathy criteria: stand in the other's shoes, for each other's shoes, consider the other

difficulties.

It is a pity // regretful that we must advise you to regard their request for credit with caution.

Unfortunately, we can’t send you immediately a full range of samples.

得体准则：用模糊词汇或understatement 表达负面信息，考虑对方接受负面信息的心理承受能力，使对方或所言之方少受损，少受FTA（Face Threatening Acts: 威胁面子的行为）的影响。得体准则：用模糊词汇或understatement 表达负面信息，考虑对方接受负面信息的心理承受能力，使对方或所言之方少受损，少受FTA（Face Threatening Acts: 威胁面子的行为）的影响。

Appropriate standards: using the fuzzy words or expression of negative information, consider reselling them to accept negative information psychological endurance, make the other side or the party said impaired, little suffer less Threatening Acts: (FTA Face the threat of Face the influence of behavior).

It seems //appears to us that the firm’s difficulties were due to bad management and in particular to overtrading.

We are large dealers in textile and believe there is a promising market in our area for moderately priced goods of the kind mentioned.

If, however, you can’t do so, then we shall have no alternative but to leave the business as it is.

Owing to the advance in the cost of cotton, we shall very probably be compelled to raise our prices in the immediate future.

争议和矛盾是商务活动中不可避免的敏感话题。处理不利因素和异议时，在措辞上必须谨慎有加，才能有可能挽救僵局。得体的商务信函能够使得商务活动渐入佳境。争议和矛盾是商务活动中不可避免的敏感话题。

Disputes and conflicts are business activities of inevitable sensitive topics.

处理不利因素和异议时，在措辞上必须谨慎有加，才能有可能挽救僵局。

Deal with unfavorable factors on the dissidents and, to add on to caution may save the impasse.

得体的商务信函能够使得商务活动渐入佳境。

Appropriate business letters can make business activities began in earnest.

六、总结

总之,在商务英语信函的写作过程中,不仅要灵活运用各种礼貌原则,提高礼貌的表达手段和技巧,还要仔细考虑各种国际商务交往中的特定语境因素,合理运用各种语用策略,使礼貌的表达更加贴切得体,从而使对外贸易活动得以更顺利地进行。随着全球经贸一体化的不断推进,国际贸易的竞争日益激烈。礼貌用语在国际商务活动中起着重要的作用,它能营造一种尊重对方、寻求合作的气氛,使对方乐意与我们合作,从而有助于在竞争中占据一席之地。如一封彬彬有礼的书信,

得体脱俗的谈吐,能使我方在对方的心目中树立起一种正直、热情、有良好文化修养和职业道德的形象,从而乐意与我方合作,带来无限的商机。