商务谈判话语互动研究

发布时间：2018-03-24 11:49

本文选题：商务谈判　切入点：话语　出处：《华中师范大学》2013年博士论文

【摘要】：随着全球经济的飞速发展,各种层次的商务往来频繁。无论是国家还是个人都希望通过商务交往使自己的财富不断增值。在这个过程中,商务谈判扮演着非常重要的角色。它的成败密切关系到双方的经济利益和各自的生存与发展。在谈判活动中,双方都希望通过目的性的协商来达成共识,进而在最大程度上实现自己的经济目的。因此,与法庭话语、医患对话和课堂互动等话语类型相比,商务谈判话语呈现典型的目的性,并受身份和权力等社会因素的制约较小,是机构话语的重要组成部分。本文的研究对象是商务谈判话语,即双方或多方为追求自身的经济利益与共识而进行协商所使用的口头表达。本文的语料来自笔者自建的“商务谈判话语语料库”。语料收集的范围涉及黑龙江省人民政府外事办公室、哈尔滨市人民政府外事侨务办公室和中国哈尔滨国际经济贸易洽谈会主委会主办的商务洽谈活动,谈判对象有哈尔滨市友好城市、大型国有企业和个人私有企业的合作等,包括宣传推广、滑雪、教育、高科技、旅游、医药、食品和卫生共8场商务谈判。首先,笔者经过深入的田野调查,将商务谈判活动的录音文件转写为文字,并对相关话语标记进行标注,建立商务谈判话语语料库。其次,在批判与继承目的原则的基础上,提出适合于商务谈判话语研究的目的协商论框架。再次,分析商务谈判话语互动的结构,以对应结构为切入点,采用定性与定量结合的方式进行研究。最后,本文以话轮为基础研究单位,将其分为前导行为、核心行为与后续行为三部分,分别对引发语与应答语的组成成分、构成模式以及选择策略进行分析与阐释。在此基础上,总结本文的局限与不足,提出对未来研究的展望与构想,为我国商务谈判话语研究提供参考和借鉴,同时为提高我国商务话语的研究与教学水平贡献力量。本文的主体部分分为七章。各章具体研究内容如下：第一章,引论。本章首先介绍商务话语、谈判和商务谈判话语的概念、特点及分类等相关内容,然后从主体间性的角度入手,探讨商务谈判话语的互动性、协商性和目的性等特征。其次,本章对本文的研究对象和语料、研究目的和方法、研究内容、研究意义以及篇章布局进行了说明。第二章,商务谈判话语研究综述。本章回顾了国内外商务谈判话语的研究概况,剖析了商务话语尤其是商务谈判话语研究的发展历程。同时,在分析现有研究优势与不足的基础上,总结了商务谈判话语研究的发展趋势。第三章,话语互动的目的协商观。本章以“目的原则”为理论基础,构建本文的理论框架——目的协商观。从哲学上的目的论入手,以目的研究的发展为脉络,论证了目的与话语之间的关系。笔者以相对完善的目的原则为切分点,对其创立前后的相关研究进行反思,并结合商务谈判话语的特点,提出目的协商论的总体框架和基本观点。第四章,商务谈判话语互动结构研究。本章借鉴伯明翰学派的话语分析模式,结合语境与发话人目的等社会性因素,对商务谈判话语的互动结构进行研究。根据启动语步行为类型的不同,商务谈判话语的互动结构可以分为诱发对应、告知对应和指示对应三种。通过对各种对应结构的构成模式进行质性描写与量化统计,我们发现了一些典型的结构和规律性变体并对其进行了目的性的阐释。第五章以引发语为切入点,首先区分了引发句、引发语和问话,进而从功能的角度对本文中的引发语进行了界定。随后,根据大小言语行为的切分方法将引发语分为前导行为、核心行为和后续行为三个子行为。通过对三种行为的分析,本章力图展现引发语的构成模式及选择策略,揭示发话人如何通过选择引发语来有效地实现自己的交际目的和经济利益最大化的方式。第六章以应答语为切入点,区分了应答语、应答句和答话,分析了应答语与引发语之间的关系,剖析目的在应答语选择与建构中的主导地位。本文构拟了应答语产生机制与形成过程的图示,进一步揭示了目的协商性在商务谈判话语微观层面的体现。同时,本章分析了应答语的构成模式,归纳与总结了应答语的选择策略,为商务从业人员提供了一些话语选择方面的参考与建议。第七章,结语。总结全文,阐明本文的主要观点、主要结论、创新之处、局限与不足以及对未来研究的展望。本文的贡献与创新主要体现在：通过田野调查收集了一定量的真实语料,自建了商务谈判话语语料库,并采用了语料驱动的方法开展话语互动研究；对目的原则进行反思,提出了适合商务谈判话语研究的目的协商论；扩展了机构话语的研究范围,丰富了汉语机构话语的研究；深化了人们对商务谈判的认识,完善了商务话语研究的维度；本研究的结论对商务实践、商务教学以及话语分析等研究具有一定程度的启示性。
[Abstract]:With the rapid development of global economy, all levels of frequent business contacts. Whether national or individual business contacts to hope that through their own wealth increment. In this process, the business negotiation plays a very important role. Its success is closely related to the economic interests of both sides and their survival and development in the negotiations. Both sides hope that through the activities, the purpose of the negotiations to reach a consensus, so as to realize their economic purpose in the greatest degree. Therefore, and courtroom discourse, compared doctor-patient dialogue and interactive classroom discourse types, business negotiation discourse to a typical, small and restricted by social factors such as identity and power, is an important part of institutional discourse.
The research object of this paper is business negotiation discourse, that two or more parties for verbal pursuit of economic interests and consensus and negotiate own use. The data comes from the author's self "business negotiation discourse corpus. Scope of data collection to the Foreign Affairs Office of Heilongjiang Provincial People's government, Harbin Municipal People's Government Foreign Affairs Office Chinese and Harbin international economic and Trade Fair Organizing Committee to host business negotiation activities, negotiations have Harbin City friendly city, large state-owned enterprises and private enterprises personal cooperation, including promotion, skiing, tourism, education, technology, medicine, health food and a total of 8 games business negotiations. Firstly, the author through the fields further investigation, the business negotiation activities, recording documents and the transliteration of text, discourse marker tagging, the establishment of business negotiation discourse corpus Library. Secondly, on the basis of criticizing and inheriting objective principles, put forward the purpose of negotiation is suitable for the study of business negotiation discourse theory. Thirdly, analysis of the structure of business negotiation discourse interaction, corresponding to the structure as the starting point, the research was made by using a combination of qualitative and quantitative methods. Finally, this paper to turn into basic research the unit, which is divided into core leading behavior, behavior and subsequent behavior of three parts, respectively on the composition and trigger response, structure mode and choose the strategy analysis and interpretation. On this basis, this paper summarizes the limitations and shortcomings, put forward the prospects for future research and ideas, and provide the reference for me in the business negotiation discourse research, and contribute to the research and teaching level of our business discourse.
The main part of this article is divided into seven chapters. The specific research contents of each chapter are as follows:
The first chapter, introduction. This chapter first introduces the concept of business discourse, and business negotiation discourses, characteristics and classification of relevant content, and then start from the perspective of intersubjectivity, explore the interactive business negotiation discourse, and the purpose of feature negotiation. Secondly, this chapter of the research object of this paper and the corpus the research content, research purpose and method, and research significance and layout are described.
The second chapter, review of business negotiation discourse. This chapter reviews the research situation of domestic and international business negotiation discourse, analyze business discourse especially the development course of business negotiation discourse. At the same time, based on analyzing the advantages and disadvantages of the existing research on the development trend of the research on business negotiation discourse are summarized.
The third chapter, the purpose of negotiation discourse interaction view. In this chapter, the "objective principle" as the theoretical basis, theoretical framework of this paper. Starting from the concept of objective consultation on the development of philosophy, with the objective of the study is to demonstrate the relationship between context and discourse. The author aims to perfect the principle of relative the cut-off point, reflect on the related research before and after the founding, combined with the characteristics of business negotiation discourse, put forward the overall framework of the consultation purpose and basic ideas.
The fourth chapter, research on the interaction structure of business negotiation discourse. This chapter uses Bermingham's discourse analysis model, combined with the context and the speaker to other social factors, research on interaction structure on business negotiation discourse. According to the starting step behavior of different types of language, interactive business negotiation discourse structure can be divided into by correspondence, inform the corresponding and three. Statistics indicate that the corresponding qualitative and quantitative description by various modes of the corresponding structure, we found some typical structure and regularity of variants and the purpose of interpretation on it.
In the fifth chapter by language as the starting point, first distinguish between the trigger and trigger words, questioning, and from the angle of function defines the trigger in this paper. Then, according to the size of the segmentation method of speech act will lead to a core language behavior, behavior and the subsequent lines into three parts through the analysis of behavior. Three kinds of behavior, this chapter tries to show the patterns and Strategies of trigger, reveal the speaker how to choose the trigger to effectively achieve their communicative purposes and maximize economic benefits.
The sixth chapter in response to language as the starting point, the distinction between the responses, answer and answer, to analyze the relationship between the language and the language of the response caused by the dominant position, in response to the analysis and choice in the construction. This paper constructs the response mechanism and forming process of the schema, further reveals the purpose of negotiation in the embodiment of business negotiation discourse on the micro level. At the same time, this chapter analyzes the patterns of responses, and summarizes the responses of the selection strategy, provide some reference and suggestions for the selection of discourse for business practitioners.
The seventh chapter, concluding conclusion, summarizes the full text, clarifies the main points of this article, the main conclusions, the innovation, the limitations and shortcomings as well as the prospect of future research.
The contribution and innovation of this paper is mainly reflected in: the amount of data collected through field investigation, self negotiation discourse corpus, and uses the method of data driven research on interactive discourse; reflect on the objective principle, put forward to negotiate for business negotiation discourse research theory expands the research scope of institutional discourse; the rich study of Chinese institutional discourse; deepen our understanding of business negotiation, perfect the study of business discourse dimension; the conclusion of business practice, enlightenment of business teaching and discourse analysis to a certain degree.

【学位授予单位】：华中师范大学
【学位级别】：博士
【学位授予年份】：2013
【分类号】：H136

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