《商务谈判人际语言策略研究》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(conversation analvsis)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。
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 transl...