中美商务谈判中的话轮转换：跨文化交际观

论文摘要

话轮是日常会话的基本结构单位。话轮转换研究是会话分析中的核心问题,不同的语言和文化会影响到谈话中的话轮转换。Sacks, Schegloff和Jefferson等通过对大量日常交际的人物对话的真实录音材料的分析,探索出日常交往中谈话的原则和规律。后来许多的学者从诸多方面对这话轮转换理论进行了探讨,认为音调、语义和性别等因素会影响到话轮的转换,并且对不同的会话类型进行了分析,比如电话交谈、新闻访谈、母子对话、教室用语等等。本文首次从文化的角度将话轮转换理论与商务谈判会话结合起来,分析商务谈判话语系统中的话轮转换问题,尝试为话轮转换研究提供一个新的研究视角。本研究的成果不仅丰富了话轮转换的理论,而且对中美商务谈判中话轮转换的规律和技巧有进一步的揭示,这有助于中国谈判人员在实践中利用这些技巧去获取更好的谈判效果。本文包括引言、正文和结论三个部分。引言在对前人的研究成果进行综述的基础上,阐述了作者选题的原因以及本研究的目的和意义。本文以Sacks, Schegloff和Jefferson的话轮转换的理论为理论框架。第一章是对话轮建构机制成份、话轮分配机制成份以及话轮转换的方式,即相邻毗对和插入序列的介绍。然后对文化和谈判之间的关系进行了探索。第二章和第三章是论文的主体部分。第二章讨论了中美商务谈判中的话轮转换,着重从文化角度分析了中美商务谈判中的话轮转换的三个方面,即话题选择,话轮长度和控制策略。第三章从Hofstede的文化价值观、Hall的高低文化语境和中西时间观的差异这三个理论维度详细地分析了中美商务谈判中的话轮转换的话题选择、话轮长度和话轮获取策略。在论证过程中,文章通过具体的案例阐释了文化对话轮转换的影响。第四章提出了三条对国内商务谈判者的建议:一、即要精通谈判中使用的语言;二、在谈判过程中,要增强对话轮转换的了解;三、在话轮转换的过程要有文化意识,在一定程度上把握住谈判的整个局面,让谈判朝着有利自己的方向发展。文章的最后部分是结论,总结了全文的主要观点,并指出有待进一步研究的论题。

论文目录

• 中文摘要
• English Abstract
• Introduction
• 0.1 Literature Review
• 0.2 Significance of the Topic
• 0.3 Organization of the Topic
• Chapter 1 Theoretical Framework of the Study
• 1.1 Turn-taking Mechanism
• 1.1.1 Definitions of Turn
• 1.1.2 Turn-construction Component
• 1.1.3 Turn-allocation Component
• 1.2 The manner of Turn-taking
• 1.2.1 Adjacency Pairs
• 1.2.2 Insertion Sequences
• 1.3 Culture and Negotiation
• 1.3.1 Culture Defined
• 1.3.2 Negotiation Defined
• 1.3.3 Culture Values and Its Influence on Negotiation
• Chapter 2 Turn-taking in Sino-US Business Negotiation
• 2.1 Introduction of Turn-taking Organization in Sino-US Business Negotiation
• 2.2 The Manner of Turn-taking in Sino-US Business Negotiation
• 2.2.1 Adjacent Pairs in Sino-US Business Negotiation
• 2.2.2 Insertion Sequence in Sino-US Business Negotiation
• 2.3 Aspects of Turn-taking in Sino-US Business Negotiation
• 2.3.1 Choice of the Topic
• 2.3.2 Length of the Turn
• 2.3.3 Strategy of Getting a Turn
• Chapter 3 Culture Influences on Turn-taking in Sino-US Business Negotiation
• 3.1 Hofstede’s Dimensions of Cultural Values and Their Influence on Turn-taking in Sino-US Business Negotiation
• 3.1.1 Dimensions of Culture Values
• 3.1.2 Influence on Choice of the Topic
• 3.1.3 Influence on Strategy of Getting a Turn
• 3.2 Hall’s High-context and Low-context Communication and Their Influence on Turn-taking in International Business Negotiation
• 3.2.1 Low-context Culture and High-context Culture
• 3.2.2 Influence on Interturn Pause
• 3.2.3 Influence on Strategy of Getting a Turn
• 3.3 Difference between Time-orientation and Their Influence on Turn-taking in Sino-US Business Negotiation
• 3.3.1 P-time-orientation & M-time-orientation
• 3.3.2 Influence on Choice of Topic
• 3.3.3 Influence on Strategy of Getting a Turn
• Chapter 4 Suggestions to Domestic Negotiators
• 4.1 Having a Good Command of the Negotiation Language
• 4.2 Having a Better Understanding of Turn-taking
• 4.3 Strengthening Cultural Awareness on Turn-taking
• Conclusion
• References
• Acknowledgements
• Appendix A: Publications during the Program
• Appendix B: Informative Abstract in Chinese