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uote onCIF Amsterdam terms.”或“Could you quote onCIF Amsterdam terms?”语气较为婉转。这两句虽有较委婉的表达方式,也未明显地违反合作原则的四个准则。商务函电英语在词汇分布方面的第二个显著特征是表示让步关系和转折之意的“If,however, but”等词语使用频率较高,如句(7)-(8)中“if”引导的条件句与“would+礼貌词汇”并用,表达婉转的请求之意。又如:(9) Your Indent No. 168 specifies paymentterms“60% clean L/C and 40% D/P at sight”.They are unacceptable to us. Your order callsfor Art. No. 365, which has already been wellestablished in your market. We have concludedbusiness with all other buyers at your end on100% L/C basis. But if you place a trial orderfor our No. 265, we may offer you morefavorable terms.(10) It s regrettable that your order hasbeen dropped owing to no agreement in price;however, we wish to recommend to you anotherquality at a lower price for your consideration.( 11 ) However, if you would allowtranshipment at Hong Kong we would do ourbest to make further contacts with the shippingcompany for the shipment of the first lot of thegoods in November.句(9)—(11)所表达的意思都是不同意对方先前提出的条件,要求对方考虑另一方案。这几句话语均向读信人传达了这样一个信息链:贵方条件我方无法接受———请考虑我方的提议。写信人使用“but,however”将这个信息链的两部分串起来,而在表达“请考虑我方的提议”这层意思时使用了“if”引导的条件句,表达得较为婉转。在这里,“but,however,if”这类词汇向读者传递了写作者的商量口吻,表达出其寻求合作的积极态度,我们可以将这些词汇理解为写作者为促进双方关系而采取的礼貌策略,所以,整句话语是符合礼貌原则的。同时,话语在数量,质量,关联性以及方式方面都没有违反合作原则。商务函电英语在词汇分布方面的第三个显著特征是“you,your”和“we,our,us”这五个人称代词的出现频率明显高于其他人称代词。以上面句(9)为例,整句话语包含69个单词,其中“Your”出现了4次,“You”出现了1次,“we”出现了2次,“our”出现了1次,“us”出现了1次,这些词语在整个对话中的比例是13%。
这些代词缩短了双方的距离,为消除双方贸易分歧,促进贸易合作起了积极的作用。同时,“you-attitude”以及“Iand You”态度也体现出写作者对读者的体贴和关心,强调了为读者着想的观点。如:(12) You will find that we have given youthe lowest quotation.(13 ) You will find the new computersoftware will save you time.(14) Your terms and conditions are allacceptable.(15) You will get special offers for orders ofnot less than 1000 dozens at a time.(16) Please rush the required L/C so thatwe can effect shipment in time.从句(12)—(16)我们可以看出,人称代词“you,your”和“we, our,us”在英语商务函电中主要起到营造“you-attitude”以及“I and You”的合作姿态。同样,我们也可以将之视为写作者为了达到交际目的而采用的礼貌策略,这些会话也没有明显违反合作原则的迹象。商务函电英语在词汇分布方面的第四个显著特征是表示因果关系的词语如