A:If your prices are favorable and if l can get thecommission I want,I will place the order right away· B:I’m sure you’ll find our prices most favorable.Elsewhere prices for hardware have gone up tremendous-ly in recent years.Our prices haven’t changed much·
违反质的准则就是言过其实。除了说谎,说话人多半会使用隐喻、反语、夸张等语用修辞手段来让听话人从中推导出他的隐含意义。在下列对话中,A公司代表团访问B公司,A公司总经理与B公司总经理进行了友好会谈。会谈后,A公司总经理说:I am of theopinion that our meeting is fruitful,but there is only onepoint that I feel disappointed,what I feel disappointed isthat there is no single issue at all that needs debating be-tween our two companies·
A:It’s not our price which as you said is low,butit’s your price which is too high·We’re climbing thehill,you know: and we’re doing that in a very difficultway;and we have made it.But you are just standingthere high up on the top not willing to descend.
B:We’ve tried to get closer to you several times,and we’re halfway down the hill waiting for you already·
B:I’ll certainly visit your company at an appropriatetime·
上例中,B的回答十分含糊,实际上是起了一种间接否定的作用。但同时又留有一定的余地,这显然比直接拒绝显得更为礼貌、得体。再如当谈到产品质量时,我方谈判人员认为对方的产品质量不怎么样,但又不好意思直说,便说道:Well,we know where you are a-bout the quality of your product.这里运用了“where youare”模糊性的语言,表面上是违反了方式准则,实际上是避免把话说得太死,为谈判留下必要的回旋余地。