English business negotiations intentionally deviated from the principles of cooperation

In business negotiations, the negotiations consider the bilateral relationship as the partnership. Complying with the principles of pragmatic cooperation in the negotiation process, will be conductive to the smooth progress of the negotiations and increase efficiency of the negotiations so as to achieve a win-win. However, through many business negotiations case, we find that the negotiators are not always strictly comply with the original pragmatic cooperation on pragmatic principles even appearing the cooperation Intentional deviation in many business negotiations. Of course, the \"intentional\" excludes the circumstances of Inexperience or other objective factors that do not follow the principles of cooperation. In some cases, strict adherence to the principles of pragmatic cooperation could stimulate the conflict of negotiation resulting in the termination of the negotiations. Therefore, in certain situations, To get the good communication effect and successful completion of the negotiations activities, skillfully deviate from the cooperative principle are regarded as a pragmatic means. In general, there are the several situations that intentionally deviate from the principle of cooperation. 1. Quality deviation. Example 1,

A: It seems that the facility is great, don't you think?

B: Yes, it is better than last year. They have done a very good job this time.

In Example 1, A ask to B for the quality of the product , But B said some superfluous words, such as “Better than last time, they did well” B provides extra Information, and therefore in violation of the guidelines in quantity of \"words should not contain beyond the amount of information needed. \"However, with the two words, B can be just let A to assure product quality. Therefore, under certain situations, Intentionally taking to the other party with extra\" information could make each other

Understand the situation with the view of multidimensional and multi-angle and increase trust of each other.

Deviation2. Quality Guidelines Example 2,

A: Hi, Bill. It's Marsha Black at MPPM Ltd. How are you?

B: Hello, Marsha, I haven't heard from you in a long time. I'm great, and you? A: Not too bad at all. Do you have a minute? B: Sure, what can I do for you?

A: We're getting ready to lace our Christmas orders and we need to know about how much it's going to run this year. You know, so we can have the funds put a side.

B: Mm, well, I'm really busy right now. I got a lot on my late.So this isn't an actual bid you want but just a ball park figure?

As we can see from this dialogue, the negotiations had business cooperation relationship before, so they are easily start a conversation in greeting way. When A asked B whether have time, B immediately responded \"Sure\". But after A showed their the real intention, B suddenly said \"I'm really busy right now. \"It is obvious that B not say the real word and he deviate from the quality guidelines of \"speaker should say the real words without telling lies \embarrassment and conflict and maintain each others’ face owing to not meeting each other demand.

3. deviation from the norms of the relationship

Example 3,

A: We will use wooden cases if you insist, but the charge for packing will be considerably higher, and it also slows down delivery.

B: Well, I will fax home immediately for instructions.

4. In Example 3, A clearly said that \"We will use wooden cases if you insist, but the charge for packing will be considerably higher, and it also slows down delivery. B responded\" Well, I will fax home immediately for instructions. \"The two sentences seems not relevant, and B's answer are deviated from the norms of the relationship by using unrelated words to avoid positive response to each other. However, the others was able to deduce the true pragmatic meaning from his words that there are rooms for negotiations in this matter, so the business negotiations can conduct smoothly. Example 4,

A: Since we disagree with each other, will this deal be ended by now? B: I believe with mutual compromise, the deal will be successful.

In this conversation, A wanted to end the business deal between the two sides, and seek for B's answer, but B believes that \"It is negative to both sides if A stop the business contact\" So B deliberately deviated from the \"relationship\" criteria. B would like to express that both sides go back, the cooperation will be realized. Therefore in business negotiations, the negotiators should play something by ear, respond flexibly to avoid unnecessary losses. 4. deviate from the guidelines for the way

Example 5: Our product may be of the best quality and competitive rice. In this case one thinks highly of the quality and price of their own goods,

But the word of \"may be\" seems blur this beautiful promise and contrary to way guidelines of \"Avoiding obscure and ambiguous.\" The purpose of deliberately deviation from the way guidelines is that if the product not achieve the effect, the negotiating parties will not take responsibility and protect themselves from getting into trouble in case of happening dispute or lawsuit

Example 6, A: I'm afraid that the proposal you put forward just now isn't use too much. B: Your presentation makes me feel a little too ---you know what I mean.

B in this case B not directly speak their minds, but use the vague language words \"you know what I mean\But this euphemistic language preserve the face of both sides, so the two sides can easily accept each other's conversation to the possibility of smoothly continue the negotiations.

The analysis of deviation from the principles of cooperation in English business negotiations We found the following two case intentionally deviating from the principle of cooperation in business negotiations :

1) Sometimes deliberately deviating from the principle of cooperation is actually with the purpose of abiding the principles of cooperation. In this case, the deviation from the norm is only superficial phenomenon in the word surface of violation, but at a deeper level and still comply with the principle of cooperation .Therefore, we could find that in practice business negotiations, and sometimes speakers in order to abide by one rule in the principle of pragmatic cooperation and have to violate another. which usually occurs between quality criteria and the way guidelines. In case 5, the sentence clearly violates the rules, but the speakers in their own can’t guarantee the production. Quality is indeed the best case, we can only adhere to the quality standards and we

can’t say something lack of evidence. Otherwise, It is easy to make themselves into a dispute.

(2)Although the principles of cooperation play a important role in people's language communication activities, but it is not the only pragmatic principles. In pragmatics, Politeness principle also is an essential principle playing an important in linguistic communication activities and it also explains that the deviation from Cooperative Principle between the two sides is for politeness. By deliberately deviating from the principles of cooperation, the speaker can use more flexible way to express the meanings while the other side may be accepted easily in intellect and emotion. Especially in need of changing the position, making concessions or stating others’ adverse conditions, the effect of this strategy is obvious.