本文選題：商務(wù)談判 + 話輪轉(zhuǎn)換��； 參考：《東北師范大學(xué)》2012年碩士論文

【摘要】：話輪是日常會話的基本結(jié)構(gòu)單位。話輪轉(zhuǎn)換的研究是會話分析中的核心問題之一，話輪不同的長短和話輪轉(zhuǎn)換頻率，經(jīng)常會被持有不同立場的說話者用作話輪轉(zhuǎn)換的手段，以期達到各自的目的。Sacks, Yuee Li等學(xué)者，通過對大量的日常交往中談話的原則和規(guī)律研究，從諸多方面對話輪轉(zhuǎn)換理論進行了探討，比如對電話交談、新聞訪談、教室用語等等進行了深入的研究。由于目前國內(nèi)外對真實商務(wù)談判的話輪研究很少，因此本文首次嘗試通過使用話輪長短，話輪使用頻率以及話輪獲取策略等方面，分析采集和轉(zhuǎn)錄的真實商務(wù)談判的語料，探討商務(wù)談判的參與者如何合理的運用話輪使用策略來贏得談判中的主動。 本文運用話輪建構(gòu)機制、話輪分配機制以及轉(zhuǎn)換方式，即相鄰毗對和插入序列等理論進行分析，來嘗試分析和探討本文所提出的兩個問題研究問題，，1.商務(wù)談判中的談判者經(jīng)常使用話輪來把握談判進程嗎？2.何種話輪長度可以幫助話輪使用者贏得主動？本文收集的語料為中文的商務(wù)談判3個，時長為1小時06分03秒，根據(jù)社會語言學(xué)研究的要求進行了轉(zhuǎn)錄，是可靠的研究語料。 本研究發(fā)現(xiàn)可概述為以下幾點，第一，商務(wù)談判中的話輪頻率為每分鐘1.67個話輪，話輪的頻率雖然并不直接決定商務(wù)談判的結(jié)果，但是會標示或推動談判的順利進行，有助于贏得談判的主動；第二，談判中話輪長度一般控制在66.04個字符/輪次，話輪長度的控制表明談判參與者通過控制話輪轉(zhuǎn)換作為手段來推動談判的順利進行，逐步贏得主動，在某種程度上為達到談判目的服務(wù)；此外，談判參與者通過適當?shù)目刂圃捿喪褂玫念l率和長度等話輪獲取策略和話輪轉(zhuǎn)換策略，逐步贏得談判的主動或推動談判的順利進行，幫助談判參與者更好地達到目的。 由于真實的商務(wù)談判語具有保密性，語料收集困難大，將本文研究發(fā)現(xiàn)局限于對中文商務(wù)談判的范圍內(nèi)。本文對談判參與人員提出兩點建議，第一，話輪的使用頻率和長度需要留意，同時要更多地了解所涉及到的產(chǎn)品的相關(guān)知識；第二，在談判過程中，要增強對話輪轉(zhuǎn)換的了解，在一定程度上把握談判的進程，使談判進程朝著有利自己的方向發(fā)展。本研究對商務(wù)談判中的話輪轉(zhuǎn)換技巧的進一步揭示，有助于未來談判人員在實踐中利用這些技巧獲取更好的談判效果，并對未來的商務(wù)談判話語研究有一定的參考作用。
[Abstract]:Turn is the basic structural unit of daily conversation.The study of turn-switching is one of the core problems in conversational analysis. Different lengths and frequency of turn-switching are often used by speakers who hold different positions as means of turn-switching, in order to achieve their respective aims, such as Sacks, Yuee Li and so on.Based on the study of the principles and rules of conversation in daily communication, this paper probes into the theory of conversational rotation from many aspects, such as telephone conversation, news interview, classroom language and so on.Because there are few researches on the real business negotiation at home and abroad, this paper first tries to analyze the collected and transcribed corpus of real business negotiation by using the length of the round, the frequency of the turn and the strategy of the round acquisition.This paper discusses how the participants in business negotiation can use the strategy of turn to win the initiative in negotiation.In this paper, we use the theories of the construction mechanism, the allocation mechanism and the transformation mode, that is, the adjacent adjoining pair and the insertion sequence, to analyze and discuss the two problems raised in this paper.Negotiators in business negotiations often use turn to grasp the negotiation process.What is the length of the wheel that can help the speaker win the initiative?The data collected in this paper are three Chinese business negotiations for 1 hour 06 minutes 03 seconds and transcribed according to the requirements of sociolinguistic research. It is a reliable research corpus.The findings of this study can be summarized as follows: first, the frequency of business negotiation is 1.67 rounds per minute. Although the frequency of turn does not directly determine the outcome of business negotiations, it will mark or promote the smooth progress of the negotiations.Second, the length of the round is generally controlled at 66.04 characters per round, and the control of the length of the round indicates that the participants in the negotiations use control of the turn-off as a means to facilitate the smooth progress of the negotiations.Gradually gaining initiative to serve the purpose of negotiation to a certain extent; in addition, negotiating participants obtain strategies and turn-over strategies by properly controlling the frequency and length of round use.To win over the negotiation initiative or to promote the smooth progress of the negotiations, helping the participants to achieve their goals better.Due to the confidentiality of the real business negotiation language and the difficulty of collecting the corpus, the present study is confined to the scope of the Chinese business negotiation.This paper puts forward two suggestions to the participants in the negotiations. First, the frequency and length of the use of the round need to be paid attention to, at the same time, we should learn more about the products involved; second, we should enhance the understanding of the conversion of the dialogue round during the negotiation process.To a certain extent, to grasp the process of negotiation, so that the negotiation process towards their own direction.This study further reveals the turn-switching techniques in business negotiation, which is helpful for future negotiators to use these techniques in practice to obtain better negotiation results, and has a certain reference role in the future business negotiation discourse research.
【學(xué)位授予單位】：東北師范大學(xué)
【學(xué)位級別】：碩士
【學(xué)位授予年份】：2012
【分類號】：H030

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