本文選題：商務(wù)談判　切入點(diǎn)：話語　出處：《華中師范大學(xué)》2013年博士論文

【摘要】：隨著全球經(jīng)濟(jì)的飛速發(fā)展,各種層次的商務(wù)往來頻繁。無論是國家還是個人都希望通過商務(wù)交往使自己的財富不斷增值。在這個過程中,商務(wù)談判扮演著非常重要的角色。它的成敗密切關(guān)系到雙方的經(jīng)濟(jì)利益和各自的生存與發(fā)展。在談判活動中,雙方都希望通過目的性的協(xié)商來達(dá)成共識,進(jìn)而在最大程度上實(shí)現(xiàn)自己的經(jīng)濟(jì)目的。因此,與法庭話語、醫(yī)患對話和課堂互動等話語類型相比,商務(wù)談判話語呈現(xiàn)典型的目的性,并受身份和權(quán)力等社會因素的制約較小,是機(jī)構(gòu)話語的重要組成部分。 本文的研究對象是商務(wù)談判話語,即雙方或多方為追求自身的經(jīng)濟(jì)利益與共識而進(jìn)行協(xié)商所使用的口頭表達(dá)。本文的語料來自筆者自建的“商務(wù)談判話語語料庫”。語料收集的范圍涉及黑龍江省人民政府外事辦公室、哈爾濱市人民政府外事僑務(wù)辦公室和中國哈爾濱國際經(jīng)濟(jì)貿(mào)易洽談會主委會主辦的商務(wù)洽談活動,談判對象有哈爾濱市友好城市、大型國有企業(yè)和個人私有企業(yè)的合作等,包括宣傳推廣、滑雪、教育、高科技、旅游、醫(yī)藥、食品和衛(wèi)生共8場商務(wù)談判。首先,筆者經(jīng)過深入的田野調(diào)查,將商務(wù)談判活動的錄音文件轉(zhuǎn)寫為文字,并對相關(guān)話語標(biāo)記進(jìn)行標(biāo)注,建立商務(wù)談判話語語料庫。其次,在批判與繼承目的原則的基礎(chǔ)上,提出適合于商務(wù)談判話語研究的目的協(xié)商論框架。再次,分析商務(wù)談判話語互動的結(jié)構(gòu),以對應(yīng)結(jié)構(gòu)為切入點(diǎn),采用定性與定量結(jié)合的方式進(jìn)行研究。最后,本文以話輪為基礎(chǔ)研究單位,將其分為前導(dǎo)行為、核心行為與后續(xù)行為三部分,分別對引發(fā)語與應(yīng)答語的組成成分、構(gòu)成模式以及選擇策略進(jìn)行分析與闡釋。在此基礎(chǔ)上,總結(jié)本文的局限與不足,提出對未來研究的展望與構(gòu)想,為我國商務(wù)談判話語研究提供參考和借鑒,同時為提高我國商務(wù)話語的研究與教學(xué)水平貢獻(xiàn)力量。 本文的主體部分分為七章。各章具體研究內(nèi)容如下： 第一章,引論。本章首先介紹商務(wù)話語、談判和商務(wù)談判話語的概念、特點(diǎn)及分類等相關(guān)內(nèi)容,然后從主體間性的角度入手,探討商務(wù)談判話語的互動性、協(xié)商性和目的性等特征。其次,本章對本文的研究對象和語料、研究目的和方法、研究內(nèi)容、研究意義以及篇章布局進(jìn)行了說明。 第二章,商務(wù)談判話語研究綜述。本章回顧了國內(nèi)外商務(wù)談判話語的研究概況,剖析了商務(wù)話語尤其是商務(wù)談判話語研究的發(fā)展歷程。同時,在分析現(xiàn)有研究優(yōu)勢與不足的基礎(chǔ)上,總結(jié)了商務(wù)談判話語研究的發(fā)展趨勢。 第三章,話語互動的目的協(xié)商觀。本章以“目的原則”為理論基礎(chǔ),構(gòu)建本文的理論框架——目的協(xié)商觀。從哲學(xué)上的目的論入手,以目的研究的發(fā)展為脈絡(luò),論證了目的與話語之間的關(guān)系。筆者以相對完善的目的原則為切分點(diǎn),對其創(chuàng)立前后的相關(guān)研究進(jìn)行反思,并結(jié)合商務(wù)談判話語的特點(diǎn),提出目的協(xié)商論的總體框架和基本觀點(diǎn)。 第四章,商務(wù)談判話語互動結(jié)構(gòu)研究。本章借鑒伯明翰學(xué)派的話語分析模式,結(jié)合語境與發(fā)話人目的等社會性因素,對商務(wù)談判話語的互動結(jié)構(gòu)進(jìn)行研究。根據(jù)啟動語步行為類型的不同,商務(wù)談判話語的互動結(jié)構(gòu)可以分為誘發(fā)對應(yīng)、告知對應(yīng)和指示對應(yīng)三種。通過對各種對應(yīng)結(jié)構(gòu)的構(gòu)成模式進(jìn)行質(zhì)性描寫與量化統(tǒng)計,我們發(fā)現(xiàn)了一些典型的結(jié)構(gòu)和規(guī)律性變體并對其進(jìn)行了目的性的闡釋。 第五章以引發(fā)語為切入點(diǎn),首先區(qū)分了引發(fā)句、引發(fā)語和問話,進(jìn)而從功能的角度對本文中的引發(fā)語進(jìn)行了界定。隨后,根據(jù)大小言語行為的切分方法將引發(fā)語分為前導(dǎo)行為、核心行為和后續(xù)行為三個子行為。通過對三種行為的分析,本章力圖展現(xiàn)引發(fā)語的構(gòu)成模式及選擇策略,揭示發(fā)話人如何通過選擇引發(fā)語來有效地實(shí)現(xiàn)自己的交際目的和經(jīng)濟(jì)利益最大化的方式。 第六章以應(yīng)答語為切入點(diǎn),區(qū)分了應(yīng)答語、應(yīng)答句和答話,分析了應(yīng)答語與引發(fā)語之間的關(guān)系,剖析目的在應(yīng)答語選擇與建構(gòu)中的主導(dǎo)地位。本文構(gòu)擬了應(yīng)答語產(chǎn)生機(jī)制與形成過程的圖示,進(jìn)一步揭示了目的協(xié)商性在商務(wù)談判話語微觀層面的體現(xiàn)。同時,本章分析了應(yīng)答語的構(gòu)成模式,歸納與總結(jié)了應(yīng)答語的選擇策略,為商務(wù)從業(yè)人員提供了一些話語選擇方面的參考與建議。 第七章,結(jié)語。總結(jié)全文,闡明本文的主要觀點(diǎn)、主要結(jié)論、創(chuàng)新之處、局限與不足以及對未來研究的展望。 本文的貢獻(xiàn)與創(chuàng)新主要體現(xiàn)在：通過田野調(diào)查收集了一定量的真實(shí)語料,自建了商務(wù)談判話語語料庫,并采用了語料驅(qū)動的方法開展話語互動研究；對目的原則進(jìn)行反思,提出了適合商務(wù)談判話語研究的目的協(xié)商論；擴(kuò)展了機(jī)構(gòu)話語的研究范圍,豐富了漢語機(jī)構(gòu)話語的研究；深化了人們對商務(wù)談判的認(rèn)識,完善了商務(wù)話語研究的維度；本研究的結(jié)論對商務(wù)實(shí)踐、商務(wù)教學(xué)以及話語分析等研究具有一定程度的啟示性。
[Abstract]:With the rapid development of global economy, all levels of frequent business contacts. Whether national or individual business contacts to hope that through their own wealth increment. In this process, the business negotiation plays a very important role. Its success is closely related to the economic interests of both sides and their survival and development in the negotiations. Both sides hope that through the activities, the purpose of the negotiations to reach a consensus, so as to realize their economic purpose in the greatest degree. Therefore, and courtroom discourse, compared doctor-patient dialogue and interactive classroom discourse types, business negotiation discourse to a typical, small and restricted by social factors such as identity and power, is an important part of institutional discourse.
The research object of this paper is business negotiation discourse, that two or more parties for verbal pursuit of economic interests and consensus and negotiate own use. The data comes from the author's self "business negotiation discourse corpus. Scope of data collection to the Foreign Affairs Office of Heilongjiang Provincial People's government, Harbin Municipal People's Government Foreign Affairs Office Chinese and Harbin international economic and Trade Fair Organizing Committee to host business negotiation activities, negotiations have Harbin City friendly city, large state-owned enterprises and private enterprises personal cooperation, including promotion, skiing, tourism, education, technology, medicine, health food and a total of 8 games business negotiations. Firstly, the author through the fields further investigation, the business negotiation activities, recording documents and the transliteration of text, discourse marker tagging, the establishment of business negotiation discourse corpus Library. Secondly, on the basis of criticizing and inheriting objective principles, put forward the purpose of negotiation is suitable for the study of business negotiation discourse theory. Thirdly, analysis of the structure of business negotiation discourse interaction, corresponding to the structure as the starting point, the research was made by using a combination of qualitative and quantitative methods. Finally, this paper to turn into basic research the unit, which is divided into core leading behavior, behavior and subsequent behavior of three parts, respectively on the composition and trigger response, structure mode and choose the strategy analysis and interpretation. On this basis, this paper summarizes the limitations and shortcomings, put forward the prospects for future research and ideas, and provide the reference for me in the business negotiation discourse research, and contribute to the research and teaching level of our business discourse.
The main part of this article is divided into seven chapters. The specific research contents of each chapter are as follows:
The first chapter, introduction. This chapter first introduces the concept of business discourse, and business negotiation discourses, characteristics and classification of relevant content, and then start from the perspective of intersubjectivity, explore the interactive business negotiation discourse, and the purpose of feature negotiation. Secondly, this chapter of the research object of this paper and the corpus the research content, research purpose and method, and research significance and layout are described.
The second chapter, review of business negotiation discourse. This chapter reviews the research situation of domestic and international business negotiation discourse, analyze business discourse especially the development course of business negotiation discourse. At the same time, based on analyzing the advantages and disadvantages of the existing research on the development trend of the research on business negotiation discourse are summarized.
The third chapter, the purpose of negotiation discourse interaction view. In this chapter, the "objective principle" as the theoretical basis, theoretical framework of this paper. Starting from the concept of objective consultation on the development of philosophy, with the objective of the study is to demonstrate the relationship between context and discourse. The author aims to perfect the principle of relative the cut-off point, reflect on the related research before and after the founding, combined with the characteristics of business negotiation discourse, put forward the overall framework of the consultation purpose and basic ideas.
The fourth chapter, research on the interaction structure of business negotiation discourse. This chapter uses Bermingham's discourse analysis model, combined with the context and the speaker to other social factors, research on interaction structure on business negotiation discourse. According to the starting step behavior of different types of language, interactive business negotiation discourse structure can be divided into by correspondence, inform the corresponding and three. Statistics indicate that the corresponding qualitative and quantitative description by various modes of the corresponding structure, we found some typical structure and regularity of variants and the purpose of interpretation on it.
In the fifth chapter by language as the starting point, first distinguish between the trigger and trigger words, questioning, and from the angle of function defines the trigger in this paper. Then, according to the size of the segmentation method of speech act will lead to a core language behavior, behavior and the subsequent lines into three parts through the analysis of behavior. Three kinds of behavior, this chapter tries to show the patterns and Strategies of trigger, reveal the speaker how to choose the trigger to effectively achieve their communicative purposes and maximize economic benefits.
The sixth chapter in response to language as the starting point, the distinction between the responses, answer and answer, to analyze the relationship between the language and the language of the response caused by the dominant position, in response to the analysis and choice in the construction. This paper constructs the response mechanism and forming process of the schema, further reveals the purpose of negotiation in the embodiment of business negotiation discourse on the micro level. At the same time, this chapter analyzes the patterns of responses, and summarizes the responses of the selection strategy, provide some reference and suggestions for the selection of discourse for business practitioners.
The seventh chapter, concluding conclusion, summarizes the full text, clarifies the main points of this article, the main conclusions, the innovation, the limitations and shortcomings as well as the prospect of future research.
The contribution and innovation of this paper is mainly reflected in: the amount of data collected through field investigation, self negotiation discourse corpus, and uses the method of data driven research on interactive discourse; reflect on the objective principle, put forward to negotiate for business negotiation discourse research theory expands the research scope of institutional discourse; the rich study of Chinese institutional discourse; deepen our understanding of business negotiation, perfect the study of business discourse dimension; the conclusion of business practice, enlightenment of business teaching and discourse analysis to a certain degree.

【學(xué)位授予單位】：華中師范大學(xué)
【學(xué)位級別】：博士
【學(xué)位授予年份】：2013
【分類號】：H136

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