《商务谈判人际语言策略研究》PDF下载

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  • 作  者:杨文慧著
  • 出 版 社:北京:科学出版社
  • 出版年份:2009
  • ISBN:9787030238146
  • 页数:289 页
图书介绍:当前学者从语言学的角度来探讨商务谈判的语言策略的还不多,尤其是从话语分析的层面。本专著从社会交际和礼貌策略理论为研究基础,以话语分析为切入口,探讨研究商务谈判的本质和语言运用。研究的目的旨在从语言文化的层面识别和分析谈判会话的组建、完成、语言表像以及它们在商务谈判中与人际关系和商务关系的内在关联。研究探讨的是更具体的、更真实的商务人员之间的谈判过程中的语言、语用认知现象。研究综合了诸如社会语言学、语用学、语篇分析等学科的研究成果。本书不仅对中西方主要翻译理论思想进行了追本溯源、全方位的梳理和简述并有所创新,而且理论联系实际,结合有代表性的作品,应用作者的立论,对所选文本作了深入的个案剖析和文化译释(而不是仅仅对照直译),对中译英过程中社会、历史、文化等多方面原因引发的沟通障碍作了多层次、多方位的论述;而这一实践过程又反过来有力地证实了本书立论的科学性、针对性和实用性。本书意欲通过特性研究揭示翻译的共性问题,似属于理论研究之作,但因研究个案文本为引人入胜的故事,且各具特色,风采异呈,均达到其独特的艺术境界,所以书中内容亲切易读,情理并茂,行文生动流畅,趣味盎然。

Chapter 1 Introduction 1

1.1 The Social Background 2

1.2 The Research Background 4

1.3 Research Objectives 7

1.4 The Rationale of the Study 9

1.5 Summary 11

Chapter 2 Literature Review and Descriptive Framework 13

2.1 Relevant Research on Business Negotiations 13

2.1.1 Definition of Negotiation 14

2.1.2 Current Discourse Studies of Business Negotiations 16

2.1.3 Current Studies of Interpersonal Communication 19

2.2 Relevant Studies of Negotiation Structure and Patterns 23

2.2.1 Prescriptive and Descriptive Models 23

2.2.2 Social Conversational Structure and Speech Elements 26

2.3 Negotiation Language and Culture 32

2.3.1 Business Negotiation Language 33

2.3.2 Politeness in Communication 43

2.3.3 Chinese Business Contexts 53

2.4 Summary 62

Chapter 3 Research Scope and Methodology 63

3.1 Introduction 63

3.2 Research Scope 64

3.3 Research Methodology 65

3.3.1 The Data and Transcription Conventions 66

3.3.2 Subject Selection and Recording Procedures 68

3.3 3 Analysis Procedure 70

3.4 The Division of Interpersonal Relationships in Business Negotiations 72

3.5 Summary 75

Chapter 4 The Structure of Interpersonal Business Negotiations 76

4.1 Introduction 76

4.2 The Global Structure of Business Negotiations 77

4.2.1 Opening Stage 79

4.2.2 Negotiating Stage 112

4.2.3 Closing Stage 132

4.3 The Conversational Structure of Business Negotiations 138

4.4 The Impact of Interpersonal Relationship on Business Negotiations 143

4.5 Summary 146

Chapter 5 Requests and Politeness Strategies in Business Negotiations 147

5.1 Introduction 148

5.2 Requests and Politeness Strategy 148

5.2.1 Requests and Politeness Strategies in Business Negotiations 149

5.3 Generic Preference for Business Requests and Politeness Strategies 185

5.3.1 General Distribution of Politeness Strategies in Business Requests 186

5.3.2 Interpersonal Variation in Request Strategies and Politeness 188

5.4 The Impact of Interpersonal Relationship on Business Requests and Interpersonal Politeness System 199

5.5 Summary 202

Chapter 6 Metaphors as Politeness Strategies in Business Negotiations 203

6.1 Introduction 204

6.2 Metaphors as Politeness Strategies 204

6.2.1 FTAs 206

6.2.2 Metaphors as Politeness Strategies in FTAs 207

6.2.3 Linguistic Realizations of Metaphorical Expression in FTAs 216

6.2.4 Distribution of Metaphors in Business Negotiations 219

6.3 Negotiators'Generic Preferences for Metaphors in Business Negotiations 221

6.3.1 Metaphors Used by the BS Group 223

6.3.2 Metaphors Used by the BF Group 228

6.3.3 Metaphors Used by the BP Group 234

6.4 The Impact of Interpersonal Relationship on Metaphors in FTAs 243

6.5 Summary 247

Chapter 7 Conclusion 249

7.1 Introduction 249

7.2 Summary of the Key Findings 250

7.3 A Cultural Perspective on Conversational Structure 254

7.4 A Cultural Perspective on Request 256

7.5 A Cultural Perspective on Metaphor 257

7.6 A Cultural Perspective on Interpersonal Business Communication 259

7.7 Significance 261

7.8 Limitations 264

7.9 Summary 266

References 269

List of Tables 24

2.1 Prescriptive phase models of negotiations 24

2.2 Descriptive phases models of negotiations 25

2.3 The shared generic structure elements of agnate service encounters 29

4.1 The occurrence of speech elements in business negotiations 78

4.2 The salutation patterns at the opening stage in business negotiations 85

4.3 The patterns of greeting exchange in business negotiations 90

4.4 The introduction patterns in business negotiations 96

4.5 The distribution of seat allocation across three groups 98

4.6 The patterns of drink serving in business negotiations 103

4.7 The distribution of small talk in business negotiations 110

4.8 The patterns of business initiation in business negotiations 117

4.9 The patterns of information inquiry in business negotiations 123

4.10 The patterns of problem resolution in business negotiations 130

4.11 The initiation patterns of opening-up closure in business negotiations 134

4.12 The ending patterns in business negotiations 138

4.13 The generic structure of business negotiations and exchange features 141

5.1 The generic linguistic preferences of BS group in requests 190

5.2 The generic linguistic preferences of BF group in requests 193

5.3 The generic linguistic preferences of BP group in requests 196

6.1 The classification of FTAs 206

6.2 Distribution of metaphors in speech acts 208

6.3 General distribution of metaphor realizations in speech acts in business negotiations 219

6.4 The preferences for metaphors in speech acts by negotiators across three interpersonal relations 222

6.5 BS's preference for linguistic realizations of metaphors 223

6.6 BF's preference for linguistic realizations of metaphors 229

6.7 BP's preference for linguistic realizations of metaphors 234