跨文化商务谈判的语用失误研究
发布时间：2025-05-12 23:41
随着中国经济国际地位的提高,中国与世界商贸活动日益频繁。商务谈判作为商贸活动的重要组成部分,发挥着更加关键的作用,这也使实现跨文化商务谈判的顺利完成成为一个具有现实意义的研究课题。 语用失误作为和语言、文化及交际密切相关的因素,严重阻碍了交际的顺利完成,因此一直是学术界所重视的问题。自1983年Jenny Thomas首次提出语用失误这个术语以来,国内外众多语用学者从各个角度对此领域做了大量研究,并取得了显著的研究成果。 本文以Sperber & Wilson提出的关联理论为指导,以熊学亮的认知语境理论为切入点,探究跨文化商务谈判的语用失误问题。作者认为,虽然语言语用因素会导致跨文化商务谈判的语用失误,但是社交语用因素根植于特定的文化中,对跨文化商务谈判产生更为重要的影响。本文将从认知语用学角度探讨跨文化商务谈判语用失误的表现和成因,并提出相应建议供谈判者参考,使其在跨文化商务谈判中游刃有余。 通过分析跨文化商务谈判的语用失误,作者发现认知语境在跨文化交际中发挥着重要的作用。知识草案、心理图式和社会心理表征这三个认知语境变量对跨文化商务谈判中出现的语用失误具有极强的解...
【文章页数】：84 页
【学位级别】：硕士
【文章目录】：
Acknowledgements
Abstract (English)
Abstract (Chinese)
Chapter One Introduction
1.1 Significance of the Research
1.2 Research Purpose
1.3 Structure of the Thesis
Chapter Two Literature Review
2.1 Cross-cultural Communication and Business Negotiation
2.1.1 Language and Culture in Cross-cultural Communicati
2.1.2 Cross-cultural Business Negotiation
2.2 Pragmatic Failures
2.2.1 Definition of Pragmatic Failures
2.2.2 Classification of Pragmatic Failures
2.2.3 Studies of Pragmatic Failures Abroad and at Home
2.3 Cross-cultural Business Negotiations and Pragmatic Failure
2.4 Summary
Chapter Three Theoretical Bases
3.1 Principle of Relevance and Optimal
3.2 The Notion of Cognitive Context in Relevance Theory
3.2.1 Traditional Concepts of Context
3.2.2 Cognitive Context
3.2.2.1 Knowledge Script
3.2.2.2 Psychological Schema
3.2.2.3 Socio-psychological Representation
3.3 Ostensive-inferential Mode of Communication
3.4 Summary
Chapter Four A Cognitive Exploration of Pragmatic Failures in Cross-cultural Business Negotiations
4.1 Working Definition of Pragmatic Failures in the Thesis
4.2 Manifestations of Pragmatic Failures in Cross-cultural Business Negotiations
4.2.1 Pragmalinguistic Failures
4.2.1.1 Failures at Phonetic Level
4.2.1.2 Failures at Lexical Level
4.2.1.3 Failures at Syntactic Level
4.2.2 Sociopragmatic Failures
4.2.2.1 Failures in Addressing
4.2.2.2 Failures in Responding to Compliments
4.2.2.3 Failures in Advancing Requests
4.2.2.4 Failures in Making Refusals
4.3 Cognitive Context and Pragmatic Failures
4.3.1 Knowledge Script and Pragmatic Failures
4.3.2 Psychological Schema and Pragmatic Failures
4.3.3 Socio-psychological Representation and Pragmatic Failure
4.4 Suggestions for Avoiding Pragmatic Failures in Cross-cultural Negotiati
4.4.1 Avoidance of Negative Pragmatic Transfer
4.4.2 Construction of Mutual Cognitive Environments
4.4.3 Selection of Appropriate Cognitive Contexts
4.5 Summary
Chapter Five Conclusion
Bibliography
详细摘要
本文编号：4045405
【文章页数】：84 页
【学位级别】：硕士
【文章目录】：
Acknowledgements
Abstract (English)
Abstract (Chinese)
Chapter One Introduction
1.1 Significance of the Research
1.2 Research Purpose
1.3 Structure of the Thesis
Chapter Two Literature Review
2.1 Cross-cultural Communication and Business Negotiation
2.1.1 Language and Culture in Cross-cultural Communicati
2.1.2 Cross-cultural Business Negotiation
2.2 Pragmatic Failures
2.2.1 Definition of Pragmatic Failures
2.2.2 Classification of Pragmatic Failures
2.2.3 Studies of Pragmatic Failures Abroad and at Home
2.3 Cross-cultural Business Negotiations and Pragmatic Failure
2.4 Summary
Chapter Three Theoretical Bases
3.1 Principle of Relevance and Optimal
3.2 The Notion of Cognitive Context in Relevance Theory
3.2.1 Traditional Concepts of Context
3.2.2 Cognitive Context
3.2.2.1 Knowledge Script
3.2.2.2 Psychological Schema
3.2.2.3 Socio-psychological Representation
3.3 Ostensive-inferential Mode of Communication
3.4 Summary
Chapter Four A Cognitive Exploration of Pragmatic Failures in Cross-cultural Business Negotiations
4.1 Working Definition of Pragmatic Failures in the Thesis
4.2 Manifestations of Pragmatic Failures in Cross-cultural Business Negotiations
4.2.1 Pragmalinguistic Failures
4.2.1.1 Failures at Phonetic Level
4.2.1.2 Failures at Lexical Level
4.2.1.3 Failures at Syntactic Level
4.2.2 Sociopragmatic Failures
4.2.2.1 Failures in Addressing
4.2.2.2 Failures in Responding to Compliments
4.2.2.3 Failures in Advancing Requests
4.2.2.4 Failures in Making Refusals
4.3 Cognitive Context and Pragmatic Failures
4.3.1 Knowledge Script and Pragmatic Failures
4.3.2 Psychological Schema and Pragmatic Failures
4.3.3 Socio-psychological Representation and Pragmatic Failure
4.4 Suggestions for Avoiding Pragmatic Failures in Cross-cultural Negotiati
4.4.1 Avoidance of Negative Pragmatic Transfer
4.4.2 Construction of Mutual Cognitive Environments
4.4.3 Selection of Appropriate Cognitive Contexts
4.5 Summary
Chapter Five Conclusion
Bibliography
详细摘要
本文编号：4045405
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