礼貌大同策略在国际商务谈判语言中的实现

论文摘要

商务谈判是一个广为研究的课题，许多学者都从礼貌语言的角度研究商务谈判中的语言策略，其理论框架多是布朗和莱文森的面子理论或利奇的礼貌原则，然而这些理论在过去约二十年的研究中受到一些学者的质疑和批评。基于此，利奇在回顾这些理论和批评的基础上提出了“礼貌大同策略”。该理论在礼貌语用理论方面提出了新的见解。本文采用礼貌大同策略为理论框架，从新的角度讨论商务英语谈判中的语言策略。第一章为本文绪论部分。该章为论文概述，涉及写作目的、语料来源、研究方法和论文的结构布局。在相关语言学理论的指导下，本文采用的是定性分析的方法。第二章为背景介绍。对商务谈判的相关概念(包括定义、影响因素和谈判阶段)进行介绍。第三章为文献回顾。首先，对礼貌语用的理论发展作简单回顾。其次，以商务谈判语言的礼貌语用策略方面所开展的各种研究之间的继承性和发展性为线索，回顾了各阶段的研究热点和相关结论。第四章为该论文的主体部分。按照礼貌大同策略的十点语用限制组织讨论内容，分析谈判人员在遵守这些语用限制、平衡谈判的交际目的和经济利益时采用的策略。最后是论文的总结。在回顾并总结文章的主要观点后，指出在商务谈判语言中礼貌大同策略的十点语用限制并未均衡地得到体现，且消极礼貌比积极礼貌获得更多的重视。最后说明本研究对礼貌理论与实践做出的贡献、文章的局限性和不足之处，并指出进一步研究的方向。

论文目录

• 摘要
• ABSTRACT
• Chapter One Introduction
• General Description
• Research Objective
• Theoretical Significance and Originality
• Language Data
• Research Method
• Organization
• Chapter Two International Business Negotiation
• 2.1 Negotiation
• 2.1.1 Definition of Negotiation
• 2.1.2 Basic Elements in Negotiation
• 2.2 International Business Negotiation
• 2.2.1 The Essence of International Business Negotiation
• 2.2.2 Phases of International Business Negotiation
• Chapter Three Literature Review
• 3.1 Existing Theories on Politeness Pragmatics and the Criticism
• 3.1.1 Face Theory
• 3.1.2 Politeness Principle and Its Maxims
• 3.2 The GSP: Leech's Rethinking on the Maxims of Politeness in POP
• 3.3 Previous Work on Politeness Study in Business Negotiation
• Chapter Four Language Strategies in Observing the GSP in Business Negotiation
• 4.1 Strategies in Observing Constraint 1
• 4.1.1 Invite Generously
• 4.1.2 Speak Positively
• 4.1.3 Show Concern
• 4.1.4 Agree Generously
• 4.1.5 Violation of Constraint 1-Rejection
• 4.2 Strategies in Observing Constraint 2
• 4.2.1 Apply Subjunctive Mood
• 4.2.2 Apply If-clause
• 4.2.3 Offer Reasons
• 4.2.4 Indicate Common Benefit
• 4.3 Strategies in Observing Constraint 3
• 4.3.1 Pay Direct Compliment
• 4.3.2 Ask for Suggestions
• 4.4 Strategies in Observing Constraint 4
• 4.4.1 Minimize the Exclamation
• 4.4.2 Avoid Flowery Language
• 4.4.3 Avoid Direct Contrast
• 4.4.4 Attenuate Subjective Coloring
• 4.5 Strategies in Observing Constraint 5
• 4.5.1 Acknowledge the Obligation
• 4.5.2 Avoid Subjectlessness in an Apology
• 4.6 Strategies in Observing Constraint 6
• 4.6.1 You-attitude
• 4.7 Strategies in Observing Constraint 7
• 4.7.1 Agree Generously
• 4.7.2 Agree in Compliment
• 4.7.3 Agree Partially
• 4.7.4 Violation of Constraint 7-Disagreement
• 4.8 Strategies in Observing Constraint 8
• 4.8.1 Avoid Assertiveness
• 4.8.2 Present Suggestion instead of Opinion
• 4.8.3 Apply Subjective Coloring
• 4.9 Strategies in Observing Constraint 9
• 4.9.1 Recognize Other's Feelings
• 4.9.2 Express Empathy
• 4.9.3 Express Common Interest
• 4.10 Strategies in Observing Constraint 10
• 4.10.1 Willingness to Cooperate
• 4.10.2 Gladness at Cooperation
• Chapter Five Conclusion
• General Summary
• Main Findings
• Possible Theoretical and Practical Significance
• Limitations with Further Research Efforts
• References
• 个人介绍
• 导师介绍
• 获得成果目录清单
• Acknowledgements