商務(wù)談判英語的人際意義研究

1、商務(wù)談判英語的人際意義研究商務(wù)談判英語的人際意義研究 商務(wù)談判英語的人際意義研商務(wù)談判英語的人際意義研究究 A Study on Interpersonal Meaning A Study on Interpersonal Meaning in the Discourse of Business in the Discourse of Business Negotiation EnglisNegotiation English h 【作者】 李艷華； 【導(dǎo)師】 曹春春； 【作者基本信息】 山東師范大學(xué)， 英語語言文學(xué)， 2009， 碩士 【摘要】 隨著全球經(jīng)濟(jì)一體化的不斷深入,國(guó)際商務(wù)談判成為

2、經(jīng)貿(mào)領(lǐng)域中一項(xiàng)不可缺少的實(shí)踐活動(dòng)。商務(wù)談判是談判者之間面對(duì)面的交流,商品貿(mào)易和服務(wù)的提供是通過談判中建立的交易關(guān)系而進(jìn)行的。成功的商務(wù)談判可以給企業(yè)和公司帶來更多的商機(jī)和進(jìn)一步的發(fā)展,因此談判者需營(yíng)造和諧的談判氛圍并努力建立良好的互動(dòng)關(guān)系以達(dá)到獲益的目的。商務(wù)談判具有豐富的人際意義,值得我們?nèi)パ芯坎l(fā)現(xiàn)這種人際意義是如何實(shí)現(xiàn)的?！叭穗H意義”一詞源于系統(tǒng)功能語言學(xué)對(duì)語言元功能的劃分。人際意義關(guān)注交際過程中人們?nèi)绾芜x擇語言與聽話人建立并保持交際關(guān)系,影響對(duì)方行為并表達(dá)說話人對(duì)事物的看法(韓禮德,2002)。韓禮德認(rèn)為人際意義主要通過語氣、情態(tài)和基調(diào)來實(shí)現(xiàn),但許多學(xué)者認(rèn)為韓禮德提出的實(shí)現(xiàn)人際意義的手

3、段并不完整。也就是說,實(shí)現(xiàn)人際意義的手段應(yīng)該是多種多樣的,我們應(yīng)該擴(kuò)展人際意義的理論框架。馬丁在評(píng)價(jià)理論中強(qiáng)調(diào)了人際意義可以通過評(píng)價(jià)來體現(xiàn)。本文對(duì)人際意義的分析主要依據(jù)韓禮德和馬丁的基本理論分別從語氣系統(tǒng)、人稱系統(tǒng)、情態(tài)系統(tǒng)以及評(píng)價(jià)系統(tǒng)四個(gè)層面對(duì)商務(wù)談判英語的人際意義進(jìn)行分析。同時(shí)本文也對(duì)商務(wù)談判英語的文體風(fēng)格作了簡(jiǎn)要陳述。本文從實(shí)用商務(wù)談判英語、商務(wù)英語談判等公開發(fā)行的教科書及互聯(lián)網(wǎng)上隨機(jī)抽取了 15 例真實(shí)的英文談判案例為語料。論文對(duì)各語篇的語氣、人稱、情態(tài)和評(píng)價(jià)系統(tǒng)作了詳盡描述分析,并分別探討了它們?cè)诒磉_(dá)人際意義中的作用。研究發(fā)現(xiàn),在語氣系統(tǒng)方面,談判者更多采用陳述語氣向?qū)Ψ教峁┠撤N信息

4、,表明自己的態(tài)度和主張,采用疑問語氣向?qū)Ψ将@取信息;不同人稱的使用能夠使談判者之間互動(dòng)且體現(xiàn)了談判者之間復(fù)雜的動(dòng)態(tài)人際關(guān)系;在談判中為了避免太傲慢太激進(jìn),談判者多采用中價(jià)值和低價(jià)值的情態(tài)表達(dá)方式禮貌地表達(dá)自己的觀點(diǎn)及態(tài)度;對(duì)于評(píng)價(jià)系統(tǒng),談判者通過不同詞匯與語法手段來表達(dá)對(duì)產(chǎn)品及服務(wù)等的評(píng)價(jià),實(shí)現(xiàn)了勸說功能并維持了良好關(guān)系。商務(wù)談判英語的文體風(fēng)格主要體現(xiàn)在其語言正式而簡(jiǎn)潔,句子多為簡(jiǎn)單句。筆者希望這次對(duì)人際意義嘗試性的分析對(duì)商務(wù)談判語篇的研究是一個(gè)有益的補(bǔ)充,同時(shí)希望這一研究能夠加深讀者對(duì)商務(wù)談判語篇的理解。本論文對(duì)指導(dǎo)商務(wù)談判和商務(wù)英語教學(xué)有一定的實(shí)用價(jià)值。 更多還原 【Abstract】 A

5、long with the further globalization of economy, international business negotiation has become an indispensable part of trade and business. Through business negotiations links are established by goods being traded or services being provided. Successful business negotiations are essential for more bus

6、iness opportunities and further development. Thus negotiators are always striving to establish a good interactive relationship with one another in order to obtain profits in their business. Therefore such a face-to-face communication embodies rich interpersonal meanings.The term“interpersonal meanin

7、g”originates from the classification of language metafunctions in Systemic Functional Grammar. Interpersonal meaning is defined as the strand of meaning produced when we use language to interact with other people, to establish and maintain relations with them, to influence their behavior, to express

8、 our attitude toward what we say and other beings in the world, and to elicit changes in others (Halliday, 2000). According to Halliday, the realization of interpersonal meaning is typically fulfilled by mood, modality and key. While many other researchers demonstrate that the theoretical framework

9、of interpersonal meaning should be supplemented. Martin states that the interpersonal meaning can be realized by evaluation theory. Based on a combined framework of Hallidays interpersonal model and Martins evaluation theory, the present study intends to explore the lexico-grammatical resources that

10、 realize the interpersonal meanings in the target discourse from the perspective of systemic-functional grammar. The study illustrates how interpersonal meanings are realized through its special mood system, person, modality and evaluation in this sort of discourse. Besides, the stylistic features o

11、f the discourse will be discussed and analyzed.Fifteen pieces of authentic business negotiation English were randomly collected from two books and the Internet as the object of study. Both qualitative and quantitative methods are applied in the present study so as to make sure of the validity. Throu

12、gh the analysis, it is found that: (1)In the business negotiation, negotiators dominantly use declarative to offer information; negotiators demand much more information from the other party by using interrogatives; while the expression of power is usually realized through imperatives. (2)Complicated

13、 reference of personal pronoun reflects the dynamics of the relationship between the negotiators. The potential cooperators intensively and subtly manipulate the first person pronoun either to distance or to strengthen the relation between each other; the use of you creates a sense of intimacy and s

14、trengthens interpersonal relationship. (3)In terms of modality, negotiator makes his/her judgment on the proposition explicit and makes the proposition arguable; negotiators often use median and low value modality to show their attitude in order to avoid being too arrogant and radical. (4)There are

15、so many words with evaluative coloring that express negotiatorsattitude, feelings, judgments etc., which enhances the interaction and negotiation for the purpose of keeping good business relationship; (5)Business negotiation English is a formal and plain language, showing honest friendship, sincere

16、politeness and considerately understanding with clear statements of negotiatorsneeds and preferences.It is hoped that this tentative analysis of linguistic realization of interpersonal meaning will be a helpful supplement to the research of business negotiation texts, and it is the authors sincere h

17、ope that the study will deepen the readersunderstanding of business negotiation texts. Hopefully, findings in this paper may prove to be of practical value to business negotiations and business English teachers. 更多還原 【關(guān)鍵詞】 商務(wù)談判英語語篇； 人際意義； 系統(tǒng)功能語法； 【Key words】 business negotiation English discourse； i

18、nterpersonal meaning； systemic functional grammar； 參考文獻(xiàn)： 探析商務(wù)談判英語的語用策略 隨著商務(wù)活動(dòng)的日益繁榮,商務(wù)英語談判的重要性得到了充分的重視。通過商務(wù)談判,能夠解決問題并且達(dá)成協(xié)議。其中談判人員的言語表達(dá)需要根據(jù)形勢(shì)和情況的變化而發(fā)生改變,語言策略的選擇也要根據(jù)談. 收錄數(shù)據(jù)庫：中文科技期刊數(shù)據(jù)庫 來源：經(jīng)濟(jì)研究導(dǎo)刊 2011 年 第23 期 作者：呂曉軒 機(jī)構(gòu)：黑龍江大學(xué)應(yīng)用外語學(xué)院 哈爾濱 150080 合作學(xué)習(xí)在商務(wù)談判英語口語教學(xué)中的應(yīng)用 商務(wù)談判英語口語是高職學(xué)院國(guó)際經(jīng)濟(jì)貿(mào)易系國(guó)際商務(wù)及商務(wù)英語專業(yè)的核心課程,在其教學(xué)中如

19、何才能使學(xué)生盡快掌握商務(wù)談判英語口語句型,使其能夠快速進(jìn)入到實(shí)際的模擬談判操練中一直是筆者關(guān)注的問. 收錄數(shù)據(jù)庫：中文科技期刊數(shù)據(jù)庫 來源：學(xué)理論 2011 年 第 20 期 作者：常馨月 機(jī)構(gòu)：天津國(guó)土資源和房屋職業(yè)學(xué)院國(guó)際經(jīng)濟(jì)貿(mào)易系 天津300270 模糊語言在商務(wù)談判英語中的應(yīng)用及語用效用分析 在商務(wù)談判中,巧妙的使用模糊語言常?？梢杂行У奶岣哒勁行ЧＮ恼逻\(yùn)用合作原則,探討了模糊語言在國(guó)際商務(wù)談判中的應(yīng)用以及語用功能。 收錄數(shù)據(jù)庫：中文科技期刊數(shù)據(jù)庫 來源：經(jīng)濟(jì)師 2011 年 第 2 期 作者：高穎 機(jī)構(gòu)：河北大學(xué)外國(guó)語學(xué)院 河北保定 071002 商務(wù)談判英語的人際意義研商務(wù)談判英

20、語的人際意義研究究 A Study on Interpersonal Meaning A Study on Interpersonal Meaning in the Discourse of Business in the Discourse of Business Negotiation EnglisNegotiation English h 【作者】 李艷華； 【導(dǎo)師】 曹春春； 【作者基本信息】 山東師范大學(xué)， 英語語言文學(xué)， 2009， 碩士 【摘要】 隨著全球經(jīng)濟(jì)一體化的不斷深入,國(guó)際商務(wù)談判成為經(jīng)貿(mào)領(lǐng)域中一項(xiàng)不可缺少的實(shí)踐活動(dòng)。商務(wù)談判是談判者之間面對(duì)面的交流,商品貿(mào)易和服務(wù)的提供

21、是通過談判中建立的交易關(guān)系而進(jìn)行的。成功的商務(wù)談判可以給企業(yè)和公司帶來更多的商機(jī)和進(jìn)一步的發(fā)展,因此談判者需營(yíng)造和諧的談判氛圍并努力建立良好的互動(dòng)關(guān)系以達(dá)到獲益的目的。商務(wù)談判具有豐富的人際意義,值得我們?nèi)パ芯坎l(fā)現(xiàn)這種人際意義是如何實(shí)現(xiàn)的?！叭穗H意義”一詞源于系統(tǒng)功能語言學(xué)對(duì)語言元功能的劃分。人際意義關(guān)注交際過程中人們?nèi)绾芜x擇語言與聽話人建立并保持交際關(guān)系,影響對(duì)方行為并表達(dá)說話人對(duì)事物的看法(韓禮德,2002)。韓禮德認(rèn)為人際意義主要通過語氣、情態(tài)和基調(diào)來實(shí)現(xiàn),但許多學(xué)者認(rèn)為韓禮德提出的實(shí)現(xiàn)人際意義的手段并不完整。也就是說,實(shí)現(xiàn)人際意義的手段應(yīng)該是多種多樣的,我們應(yīng)該擴(kuò)展人際意義的理論框架

22、。馬丁在評(píng)價(jià)理論中強(qiáng)調(diào)了人際意義可以通過評(píng)價(jià)來體現(xiàn)。本文對(duì)人際意義的分析主要依據(jù)韓禮德和馬丁的基本理論分別從語氣系統(tǒng)、人稱系統(tǒng)、情態(tài)系統(tǒng)以及評(píng)價(jià)系統(tǒng)四個(gè)層面對(duì)商務(wù)談判英語的人際意義進(jìn)行分析。同時(shí)本文也對(duì)商務(wù)談判英語的文體風(fēng)格作了簡(jiǎn)要陳述。本文從實(shí)用商務(wù)談判英語、商務(wù)英語談判等公開發(fā)行的教科書及互聯(lián)網(wǎng)上隨機(jī)抽取了 15 例真實(shí)的英文談判案例為語料。論文對(duì)各語篇的語氣、人稱、情態(tài)和評(píng)價(jià)系統(tǒng)作了詳盡描述分析,并分別探討了它們?cè)诒磉_(dá)人際意義中的作用。研究發(fā)現(xiàn),在語氣系統(tǒng)方面,談判者更多采用陳述語氣向?qū)Ψ教峁┠撤N信息,表明自己的態(tài)度和主張,采用疑問語氣向?qū)Ψ将@取信息;不同人稱的使用能夠使談判者之間互動(dòng)且

23、體現(xiàn)了談判者之間復(fù)雜的動(dòng)態(tài)人際關(guān)系;在談判中為了避免太傲慢太激進(jìn),談判者多采用中價(jià)值和低價(jià)值的情態(tài)表達(dá)方式禮貌地表達(dá)自己的觀點(diǎn)及態(tài)度;對(duì)于評(píng)價(jià)系統(tǒng),談判者通過不同詞匯與語法手段來表達(dá)對(duì)產(chǎn)品及服務(wù)等的評(píng)價(jià),實(shí)現(xiàn)了勸說功能并維持了良好關(guān)系。商務(wù)談判英語的文體風(fēng)格主要體現(xiàn)在其語言正式而簡(jiǎn)潔,句子多為簡(jiǎn)單句。筆者希望這次對(duì)人際意義嘗試性的分析對(duì)商務(wù)談判語篇的研究是一個(gè)有益的補(bǔ)充,同時(shí)希望這一研究能夠加深讀者對(duì)商務(wù)談判語篇的理解。本論文對(duì)指導(dǎo)商務(wù)談判和商務(wù)英語教學(xué)有一定的實(shí)用價(jià)值。 更多還原 【Abstract】 Along with the further globalization of econo

24、my, international business negotiation has become an indispensable part of trade and business. Through business negotiations links are established by goods being traded or services being provided. Successful business negotiations are essential for more business opportunities and further development.

25、 Thus negotiators are always striving to establish a good interactive relationship with one another in order to obtain profits in their business. Therefore such a face-to-face communication embodies rich interpersonal meanings.The term“interpersonal meaning”originates from the classification of lang

26、uage metafunctions in Systemic Functional Grammar. Interpersonal meaning is defined as the strand of meaning produced when we use language to interact with other people, to establish and maintain relations with them, to influence their behavior, to express our attitude toward what we say and other b

27、eings in the world, and to elicit changes in others (Halliday, 2000). According to Halliday, the realization of interpersonal meaning is typically fulfilled by mood, modality and key. While many other researchers demonstrate that the theoretical framework of interpersonal meaning should be supplemen

28、ted. Martin states that the interpersonal meaning can be realized by evaluation theory. Based on a combined framework of Hallidays interpersonal model and Martins evaluation theory, the present study intends to explore the lexico-grammatical resources that realize the interpersonal meanings in the t

29、arget discourse from the perspective of systemic-functional grammar. The study illustrates how interpersonal meanings are realized through its special mood system, person, modality and evaluation in this sort of discourse. Besides, the stylistic features of the discourse will be discussed and analyz

30、ed.Fifteen pieces of authentic business negotiation English were randomly collected from two books and the Internet as the object of study. Both qualitative and quantitative methods are applied in the present study so as to make sure of the validity. Through the analysis, it is found that: (1)In the

31、 business negotiation, negotiators dominantly use declarative to offer information; negotiators demand much more information from the other party by using interrogatives; while the expression of power is usually realized through imperatives. (2)Complicated reference of personal pronoun reflects the

32、dynamics of the relationship between the negotiators. The potential cooperators intensively and subtly manipulate the first person pronoun either to distance or to strengthen the relation between each other; the use of you creates a sense of intimacy and strengthens interpersonal relationship. (3)In

33、 terms of modality, negotiator makes his/her judgment on the proposition explicit and makes the proposition arguable; negotiators often use median and low value modality to show their attitude in order to avoid being too arrogant and radical. (4)There are so many words with evaluative coloring that

34、express negotiatorsattitude, feelings, judgments etc., which enhances the interaction and negotiation for the purpose of keeping good business relationship; (5)Business negotiation English is a formal and plain language, showing honest friendship, sincere politeness and considerately understanding with c