商务英语谈判中的及物性研究

商务英语谈判中的及物性研究

论文摘要

中国自加入世界贸易组织以来,国际商务谈判可以说是日趋频繁,商务谈判在处理商务事务中占据了非常重要的作用。与过去相比,现在越来越多的公司事务都涉及到商务谈判方面的问题。及物性研究经常被用于各种各样的语篇分析中,其中包括文学著作及非文学作品。但是其中大部分还是关于文学作品的研究。学者韩礼德对戈尔丁的小说《继承者》最先做了及物性分析。在这之后,商务谈判的语言越来越被语言学家所重视并进行研究。本文将对商务谈判中的语言进行及物性分析。本文试图通过将及物性的定量研究应用于商务谈判的语篇中来证实其在语篇分析中的可行性和客观性。并且,本文从权威的书籍和网站上收集了51篇英文商务谈判作为语料,对其进行归类对比,使用图表形式,展现出商务谈判中每种过程的分布趋势和及物性特征。同时,本文还探讨了商务谈判三个阶段中各个过程的分布趋势。本文通过研究得出,在及物性的六种过程中,主要有三种类型的过程出现在商务谈判的语篇中。其中以关系过程最为频繁。在商务谈判的前两个阶段中,关系过程占据了最高的比率,然后是第二位的物质过程和第三位的情感过程。但是在商务谈判的结束阶段中,情感过程出现的最为频繁,第二及第三位分别归属于物质过程和关系过程。至于较少出现的其余三个过程—话语过程,存在过程及行为过程,他们都是以第四,五,六位的出现率存在于整体的商务谈判中的。至于本文中所出现的主要参与者,在商务谈判的三个阶段中我们总共拟定了三大主要类型的参与者,他们是:代词“我们/我们的”—表示所代表的公司,“我”—谈判者,“你/你们/你们的”一对方所代表的公司或者是对方的谈判者。主要参与者“我们/我们的”以最高频率出现在商务谈判的第一和第二阶段,但在第三阶段主要参与者“我”出现的频率最高。随着分析的深入,每种过程类型的语用功能及主要参与者的功能都被揭示出来。本文作者希望读者通过阅读本文,提高对商务谈判的理解能力和对语言的认知能力。而且重要的是,商务谈判人员也可以通过本文,选择更好的语言及语言结构形式,以达到共赢的目的。

论文目录

  • Acknowledgements
  • Abstract
  • 摘要
  • Chapter One Introduction
  • 1.1 Research background
  • 1.2 The purpose of this thesis
  • 1.3 Significance
  • 1.4 Overview of this thesis
  • Chapter Two Literature Review
  • 2.1 Theoretical foundations
  • 2.1.1 The traditional grammar in transitivity
  • 2.1.2 Halliday's approach to transitivity
  • 2.1.3 Types of transitivity in Halliday's SFG
  • 2.2 Business negotiation
  • 2.2.1 The introduction of business negotiation
  • 2.2.2 The process of negotiation
  • 2.2.3 The features of business negotiation
  • 2.3 Empirical studies on application of transitivity
  • 2.4 Empirical studies on business negotiation from perspective of functional approach
  • Chapter Three Methodology
  • 3.1 Research questions
  • 3.2 Data collection
  • 3.3 Data Analysis
  • 3.3.1 The categories of processes and participants
  • 3.3.2 The analyzed sample in processes types of transitivity
  • 3.3.3 The analysis of main participants in transitivity
  • Chapter Four Transitivity Analysis of English Business Negotiation
  • 4.1 General Distribution of six processes in business negotiation
  • 4.2 Distribution and functions of six processes in three stages of business negotiation
  • 4.2.1 Distribution and functions of relational processes in three stages of business negotiation
  • 4.2.2 Distribution and functions of material processes in three stages of business negotiation
  • 4.2.3 Distribution and functions of mental processes in three stages of business negotiation
  • 4.2.4 Conclusion of three main processes types
  • 4.3 Distribution and function of main participants in business negotiation
  • 4.3.1 The distribution of participants in business negotiation
  • 4.3.2 The function of main participants in the business negotiation
  • 4.3.3 Conclusion of main participants
  • 4.4 Summary
  • Chapter Five Conclusion
  • 5.1 Major findings
  • 5.2 Implications
  • 5.3 Limitations
  • 5.4 Suggestions for further study
  • References
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    商务英语谈判中的及物性研究
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