商務(wù)談判人際語(yǔ)言策略研究

前言

商務(wù)談判是商務(wù)工作的一個(gè)重要環(huán)節(jié)，也是決定商務(wù)工作成敗的關(guān)鍵。《商務(wù)談判人際語(yǔ)言策略研究》從語(yǔ)篇分析的角度，在綜合諸如社會(huì)語(yǔ)言學(xué)、語(yǔ)用學(xué)、語(yǔ)篇分析等學(xué)科的研究成果上，運(yùn)用話語(yǔ)分析CA（conversation analvsis）的研究方法，探討人際關(guān)系如何影響商務(wù)談判的整體話語(yǔ)結(jié)構(gòu)（global structure）、言語(yǔ)行為（speech act）、詞形運(yùn)用（1exical forms）以及它們與禮貌策略的內(nèi)在關(guān)聯(lián)，并對(duì)跨文化商務(wù)談判中的文化語(yǔ)言現(xiàn)象做了一定的對(duì)比和分析。作者在前人研究的社會(huì)交際和禮貌策略理論基礎(chǔ)上，以真實(shí)的商務(wù)談判對(duì)話為研究語(yǔ)料，分析商務(wù)談判的本質(zhì)和語(yǔ)言運(yùn)用，比如：人際關(guān)系策略、語(yǔ)言策略、禮貌策略等。該研究旨在從語(yǔ)言文化的層面識(shí)別和分析談判會(huì)話的組建、完成、語(yǔ)言表象（比如：句式層面和詞形層面語(yǔ)用的優(yōu)先選擇）以及它們?cè)谏虅?wù)談判中與人際關(guān)系和商務(wù)關(guān)系的內(nèi)在關(guān)系。作者通過(guò)對(duì)談判對(duì)話框架、語(yǔ)言和禮貌策略的分析，以大量的實(shí)證證明，“人際關(guān)系”作為一種文化要素，對(duì)談判的話語(yǔ)模式、語(yǔ)言行為和禮貌策略起著至關(guān)重要的作用。在對(duì)中國(guó)貿(mào)易談判實(shí)證調(diào)查的基礎(chǔ)上，該項(xiàng)研究的發(fā)現(xiàn)為研究商務(wù)交際和人際關(guān)系提供了有力的佐證。研究指出，中國(guó)商務(wù)談判者在不同的人際和商務(wù)關(guān)系下運(yùn)用不同的談判模式和語(yǔ)用策略來(lái)實(shí)現(xiàn)不同的談判目的。隨著人際和商務(wù)關(guān)系的發(fā)展，談判者（1）在談判結(jié)構(gòu)的組建中越來(lái)越多地、有目的地使用與社交相關(guān)聯(lián)的交際元件，并重復(fù)這些元件、延伸這些元件，甚至將這些元件與其他工作相關(guān)聯(lián)的交際元件交疊；談判的話語(yǔ)模式和元件的使用則越來(lái)越復(fù)雜和無(wú)規(guī)律性；（2）在言語(yǔ)行為方面（如請(qǐng)求語(yǔ)）越來(lái)越多地使用各種禮貌策略和面子觀，言語(yǔ)行為策略更為多元化，談判者傾向使用的禮貌策略和間接語(yǔ)并不一定是線性的或固有的；（3）在談判的言語(yǔ)行為中越來(lái)越多地運(yùn)用各種詞形（如比喻的詞形運(yùn)用）來(lái)影響或構(gòu)建禮貌策略。在很大程度上，商務(wù)談判者以不同的社交身份和職業(yè)身份。

內(nèi)容概要

　　《商務(wù)談判人際語(yǔ)言策略研究》從語(yǔ)篇分析的角度，在綜合諸如社會(huì)語(yǔ)言學(xué)、語(yǔ)用學(xué)、語(yǔ)篇分析等學(xué)科的研究成果上，運(yùn)用話語(yǔ)分析CA（conversation analvsis）的研究方法，探討人際關(guān)系如何影響商務(wù)談判的整體話語(yǔ)結(jié)構(gòu)、言語(yǔ)行為、詞形運(yùn)用以及它們與禮貌策略的內(nèi)在關(guān)聯(lián)，并對(duì)跨文化商務(wù)談判中的文化語(yǔ)言現(xiàn)象做了一定的對(duì)比和分析。作者在前人研究的社會(huì)交際和禮貌策略理論基礎(chǔ)上，以真實(shí)的商務(wù)談判對(duì)話為研究語(yǔ)料，分析商務(wù)談判的本質(zhì)和語(yǔ)言運(yùn)用，比如：人際關(guān)系策略、語(yǔ)言策略、禮貌策略等。該研究旨在從語(yǔ)言文化的層面識(shí)別和分析談判會(huì)話的組建、完成、語(yǔ)言表象（比如：句式層面和詞形層面語(yǔ)用的優(yōu)先選擇）以及它們?cè)谏虅?wù)談判中與人際關(guān)系和商務(wù)關(guān)系的內(nèi)在關(guān)系。作者通過(guò)對(duì)談判對(duì)話框架、語(yǔ)言和禮貌策略的分析，以大量的實(shí)證證明，“人際關(guān)系”作為一種文化要素，對(duì)談判的話語(yǔ)模式、語(yǔ)言行為和禮貌策略起著至關(guān)重要的作用。

書籍目錄

ForewordAbstractChapter 1 Introduction1.1 The Social Background1.2 The Research Background1.3 Research Objectives1.4 The Rationale of the Study1.5 SummaryChapter 2 Literature Review and Descriptive Framework2.1 Relevant Research on Business Negotiations2.1.1 Definition of Negotiation2.1.2 Current Discourse Studies of Business Negotiations2.1.3 Current Studies of Interpersonal Communication2.2 Relevant Studies of Negotiation Structure and Patterns2.2.1 Prescriptive and Descriptive Models2.2.2 Social Conversational Structure and Speech Elements2.3 Negotiation Language and Culture2.3.1 Business Negotiation Language2.3.2 Politeness in Communication2.3.3 Chinese Business Contexts2.4 SummaryChapter 3 Research Scope and Methodology3.1 Introduction3.2 Research Scope3.3 Research Methodology3.3.1 The Data and Transcription Conventions3.3.2 Subject Selection and Recording Procedures3.3.3 Analysis Procedure3.4 The Division of Interpersonal Relationships in Business Negotiations3.5 SummaryChapter 4 The Structure of Interpersonal Business Negotiations4.1 Introduction4.2 The Global Structure of Business Negotiations4.2.1 Opening Stage4.2.2 Negotiating Stage4.2.3 Closing Stage4.3 The Conversational Structure of Business Negotiations4.4 The Impact of Interpersonal Relationship on Business Negotiations4.5 SummaryChapter 5 Requests and Politeness Strategies in Business Negotiations5.1 Introduction5.2 Requests and Politeness Strategy5.2.1 Requests and Politeness Strategies in Business Negotiations5.3 Generic Preference for Business Requests and Politeness Strategies5.3.1 General Distribution of Politeness Strategies in Business Requests5.3.2 Interpersonal Variation in Request Strategies and Politeness5.4 The Impact of Interpersonal Relationship on Business Requests and Interpersonal Politeness System5.5 SummaryChapter 6 Metaphors as Politeness Strategies in Business Negotiations6.1 Introduction6.2 Metaphors as Politeness Strategies6.2.1 FTAs6.2.2 Metaphors as Politeness Strategies in FTAs6.2.3 Linguistic Realizations of Metaphorical Expression in FTAs6.2.4 Distribution of Metaphors in Business Negotiations6.3 Negotiators' Generic Preferences for Metaphors in Business Negotiations6.3.1 Metaphors Used by the BS Group6.3.2 Metaphors Used by the BF Group6.3.3 Metaphors Used by the BP Group6.4 The Impact of Interpersonal Relationship on Metaphors in FTAs6.5 SummaryChapter 7 Conclusion7.1 Introduction7.2 Summary of the Key Findings7.3 A Cultural Perspective on Conversational Structure7.4 A Cultural Perspective on Request7.5 A Cultural Perspective on Metaphor7.6 A Cultural Perspective on Interpersonal Business Communication7.7 Significance7.8 Limitations7.9 SummaryReferences

章節(jié)摘錄

插圖：Business negotiations at the global level represent both opportu-nities and challenges to individuals and organizations.In order todevelop these opportunities，individuals and organizations need todevelop multiple cultural perspectives and approaches to conductingbusiness，and learning to communicate with international colleaguesas equals，rather than from a superior-inferior stance.As business ne-gotiators,"they must forge a transcultural vision that is not bound bynational definition.They must be able to clearly communicate thisvision to others.They also need to have the necessary communicationskills to translate this vision into practice in the diverse workplace"（Ting-Toomey 1999：4）.In order to communicate effectively with peo-ple from other cultures，business negotiators need to learn the funda-mental concepts and skills of cross-cultural communication,and theirinterrelation with communication strategies and language issues.  So far,the study of business negotiations is especially critical forat least four reasons at the micro level.Firstly,more and more compa-nies today,under the market-economic situation,have their own salesand marketing departments.The staff who work in these departmentsaccount for great entrants into the business line.As company nego-tiators，they need to improve their negotiation skills with the mostupdated knowledge and information about themselves and the nego-tiators from other cultures within the rapidly changing society.Sec-ondly，many universities in the world now have set up businessschools or offered business-related majors，whose graduates havebeen exposed to the knowledge of modern management and commu-nication styles to some extent.

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