商务谈判人际语言策略研究

Foreword

Abstract

Chapter1Introduction

1.1TheSocialBackground

1.2TheResearchBackground

1.3ResearchObjectives

1.4TheRationaleoftheStudy

1.5Summary

Chapter2LiteratureReviewandDescriptiveFramework

2.1RelevantResearchonBusinessNegotiations

2.1.1DefinitionofNegotiation

2.1.2CurrentDiscourseStudiesofBusinessNegotiations

2.1.3CurrentStudiesofInterpersonalCommunication

2.2RelevantStudiesofNegotiationStructureandPatterns

2.2.1PrescriptiveandDescriptiveModels

2.2.2SocialConversationalStructureandSpeechElements

2.3NegotiationLanguageandCulture

2.3.1BusinessNegotiationLanguage

2.3.2PolitenessinCommunication

2.3.3ChineseBusinessContexts

2.4Summary

Chapter3ResearchScopeandMethodology

3.1Introduction

3.2ResearchScope

3.3ResearchMethodology

3.3.1TheDataandTranscriptionConventions

3.3.2SubjectSelectionandRecordingProcedures

3.3.3AnalysisProcedure

3.4TheDivisionofInterpersonalRelationshipsinBusinessNegotiations

3.5Summary

Chapter4TheStructureofInterpersonalBusinessNegotiations

4.1Introduction

4.2TheGlobalStructureofBusinessNegotiations

4.2.1OpeningStage

4.2.2NegotiatingStage

4.2.3ClosingStage

4.3TheConversationalStructureofBusinessNegotiations

4.4TheImpactofInterpersonalRelationshiponBusinessNegotiations

4.5Summary

Chapter5RequestsandPolitenessStrategiesinBusinessNegotiations

5.1Introduction

5.2RequestsandPolitenessStrategy

5.2.1RequestsandPolitenessStrategiesinBusinessNegotiations

5.3GenericPreferenceforBusinessRequestsandPolitenessStrategies

5.3.1GeneralDistributionofPolitenessStrategiesinBusinessRequests

5.3.2InterpersonalVariationinRequestStrategiesandPoliteness

5.4TheImpactofInterpersonalRelationshiponBusinessRequestsandInterpersonalPolitenessSystem

5.5Summary

Chapter6MetaphorsasPolitenessStrategiesinBusinessNegotiations

6.1Introduction

6.2MetaphorsasPolitenessStrategies

6.2.1FTAs

6.2.2MetaphorsasPolitenessStrategiesinFTAs

6.2.3LinguisticRealizationsofMetaphoricalExpressioninFTAs

6.2.4DistributionofMetaphorsinBusinessNegotiations

6.3NegotiatorsGenericPreferencesforMetaphorsinBusinessNegotiations

6.3.1MetaphorsUsedbytheBSGroup

6.3.2MetaphorsUsedbytheBFGroup

6.3.3MetaphorsUsedbytheBPGroup

6.4TheImpactofInterpersonalRelationshiponMetaphorsinFTAs

6.5Summary

Chapter7Conclusion

7.1Introduction

7.2SummaryoftheKeyFindings

7.3ACulturalPerspectiveonConversationalStructure

7.4ACulturalPerspectiveonRequest

7.5ACulturalPerspectiveonMetaphor

7.6ACulturalPerspectiveonInterpersonalBusinessCommunication

7.7Significance

7.8Limitations

7.9Summary

References

　　本书从语篇分析的角度，在综合诸如社会语言学、语用学、语篇分析等学科的研究成果上，运用话语分析CA(conversationanalvsis)的研究方法，探讨人际关系如何影响商务谈判的整体话语结构、言语行为、词形运用以及它们与礼貌策略的内在关联，并对跨文化商务谈判中的文化语言现象做了一定的对比和分析。作者在前人研究的社会交际和礼貌策略理论基础上，以真实的商务谈判对话为研究语料，分析商务谈判的本质和语言运用，比如：人际关系策略、语言策略、礼貌策略等。该研究旨在从语言文化的层面识别和分析谈判会话的组建、完成、语言表象(比如：句式层面和词形层面语用的优先选择)以及它们在商务谈判中与人际关系和商务关系的内在关系。作者通过对谈判对话框架、语言和礼貌策略的分析，以大量的实证证明，“人际关系”作为一种文化要素，对谈判的话语模式、语言行为和礼貌策略起着至关重要的作用。