商务谈判：语篇分析与翻译

论文摘要

随着全球经济一体化的不断深入,国际商务谈判成为经贸领域中一项不可缺少的实践活动,对国际商务谈判的学术研究也日益增多。本论文旨在从语篇分析的角度对商务谈判作一次实际操作的尝试,并依靠语境、语篇特征寻找到最佳关联,达到成功交际和理解的目的。作者指出,从语言学角度研究商务谈判不能忽视语篇层次,因为在跨文化商务谈判中,双方代表的语篇模式由于受到了各自文化的影响而有所差别,对语篇模式的正确理解就成了谈判成功与否的关键。在此前提下,作者介绍了从语篇角度分析商务谈判。其中,语篇衔接理论介绍了构成语篇的不同衔接手段;言语行为理论和两个会话原则—合作原则和礼貌原则将语篇作为一种社会行为和社会交际;语篇的语境则强调语篇作为社会交际的情景语境和文化语境因素。对商务谈判语料的分析表明,从语篇的形式层面看,指称、替代和省略、词汇重复、排比结构等手法就能体现出中英在组织语篇时的不同。此外,言语行为理论(言内行为、言外行为和言后行为),会话两大原则(合作原则和礼貌原则),以及语篇的情景语境和文化语境都对商务谈判话语的组织和理解起着非常重要的作用。认知科学中的众多理论在语篇分析中发挥着重要的作用。关联理论从认知心理学的角度,把语言交际看作是一个明示——推理的过程。语言是在语境中得到理解的,语言或语言的使用也应该放到具体的语境中研究。语言理解要依靠语境、语篇特征才能寻找到最佳关联,达到成功交际和理解的目的。本文将采用关联理论作为主要理论依据,明确译者的责任是努力做到使原文作者的意图与译文读者的企盼相吻合,对国际商务谈判语言的模糊措辞、幽默语句、委婉表达、习语成语以及文化负载词语进行关联翻译。

论文目录

• Acknowledgement
• 摘要
• ABSTRACT
• Chapter One Introduction
• Chapter Two Business negotiation
• 2.1. Abrief introduction to business negotiation
• 2.1.1 What is business negotiation?
• 2.1.2 What is business negotiation for?
• 2.1 Cross-cultural business negotiation
• 2.1.1 Introduction to cross-cultural business negotiation
• 2.1.2 Cultural differences occurring in cross-cultural business negotiation
• 2.1.2.1 Difference in way of thinking
• 2.1.2.2 Difference in values
• 2.1.2.3 Difference in negotiating styles
• Chapter Three Discourse analysis of business negotiation
• 3.1 The development of discourse analysis
• 3.2 Discourse and discourse analysis
• 3.2.1 Discourse
• 3.2.2 Discourse analysis
• 3.2.2.1 The language form
• 3.2.2.2 Speech act
• 3.3 Different discourse pattern in business negotiation
• 3.3.1 Different Chinese and English discourse pattern in general
• 3.3.2 Different Chinese and English discourse patterns in business negotiation
• 3.3.2.1 Indirect vs. direct
• 3.3.2.2 C-B-S vs. Harmony
• 3.3.2.3 Different attitudes towards politeness and face
• 3.3.2.4 Different attitudes towards interpersonal relationship
• 3.4 Discourse analysis of business negotiation
• 3.4.1 Discourse cohesion
• 3.4.1.1 Reference
• 3.4.1.2 Ellipsis and substitution
• 3.4.1.3 Conjunction
• 3.4.1.4 Lexical cohesion
• 3.4.1.5 Parallelism
• 3.4.2 Speech acts
• 3.4.3 Conversational principle
• 3.4.3.1 Cooperative principle
• 3.4.3.2 Politeness principle
• 3.4.4 The context of discourse
• 3.4.4.1 Situational context
• 3.4.4.2 Cultural context
• Chapter Four Relevance Theory of Translation
• 4.1 The origin and development of the Relevance Theory
• 4.2 Literature review of Relevance Theory and translation
• 4.3 A relevance-theoretic view on translation
• 4.4 Basics of relevance theory
• 4.5 Reason for applying relevance theory in business negotiation translation
• Chapter Five Application of RT to business negotiation
• 5.1 Application of RT to vagueness
• 5.2 Application of RT to humorous utterance
• 5.3 Application of RT to euphemistic expression
• 5.3.1 Application of RT to indirectness
• 5.3.2 Application of RT to fuzzy wording
• 5.4 Application of RT to idioms
• 5.5 Application of RT to some culture-loaded expressions
• Chapter Six Conclusion
• Bibliography