隨著世界經(jīng)濟(jì)的進(jìn)一步發(fā)展和經(jīng)濟(jì)全球化步伐的加快,越來越多的生產(chǎn)商把目光投向了海外市場,這大大提高了國際商務(wù)談判的幾率。由于參與談判的雙方在文化背景,宗教信仰和個(gè)性等方面的差異,很容易造成珍妮·托馬斯所說的語用失誤。珍妮·托馬斯是第一個(gè)提出語用失誤的人,并且把語用失誤分為語言語用失誤和社交語用失誤。隨后,國內(nèi)外學(xué)者都對語用失誤的成因和解決辦法都進(jìn)行了大量的研究。但是,他們的研究出發(fā)點(diǎn)大都局限于跨文化交際。另外,國際商務(wù)談判這一特殊領(lǐng)域的語用失誤很少有人涉足。本文以珍妮·托馬斯的語用失誤理論為出發(fā)點(diǎn),對國際商務(wù)談判中的語用失誤進(jìn)行了闡述,歸類和分析,之后,以Jef Verschueren的順應(yīng)理論為指導(dǎo),對國際商務(wù)談判中的語用失誤的成因進(jìn)行了剖析,并在此基礎(chǔ)上嘗試性地提出了避免語用失誤的方法。本文是對國際商務(wù)談判中的語用失誤研究的一次嘗試,并給出了解決辦法,希望能夠促進(jìn)以后的國際商務(wù)談判的發(fā)展。 

【文章來源】：合肥工業(yè)大學(xué)安徽省 211工程院校 教育部直屬院校

【文章頁數(shù)】：59 頁

【學(xué)位級(jí)別】：碩士

【文章目錄】：
Acknowledgement
摘要
Abstract
Chapter One Introduction
    1.1 Origin of the Study
    1.2 Research Questions
    1.3 Significance of the Research
    1.4 Organization of this Paper
Chapter Two Literature Review
    2.1 The Study of Pragmatic Failures
    2.2 Former Study on International Business Negotiation
Chapter Three General Survey of Pragmatic Failure, Adaptation and IBN
    3.1 Pragmatic Failure
        3.1.1 Definition of Pragmatic Failure
        3.1.2 Classification of Pragmatic Failure
    3.2 Overview of Adaptation Theory
        3.2.1 Three Properties of Language
            3.2.1.1 Variability
            3.2.1.2 Negotiability
            3.2.1.3 Adaptability
        3.2.2 Four Angles of Pragmatic Investigation
            3.2.2.1 Contextual Correlates of Adaptability
            3.2.2.2 Structural Objects of Adaptability
            3.2.2.3 Dynamics of Adaptability
            3.2.2.4 Salience of the Adaptation Processes
    3.3 Introduction of International Business Negotiation
        3.3.1 Definition of International Business Negotiation
        3.3.2 Basic Elements of International Business Negotiation
        3.3.3 Phases of International Business Negotiation
        3.3.4 The importance of langue in International Business Negotiation
        3.3.5 The Relation between Adaptation Theory and International Business Negotiation
Chapter Four The Pragmatic Failures in IBN
    4.1 Pragmatic Failures in IBN
        4.1.1 Pragmalinguistic failure
            4.1.1.1 Pronunciation
            4.1.1.2 Vocabulary
            4.1.1.3 Sentence
        4.1.2 Sociopragmatic failures
            4.1.2.1 Introduction of products
            4.1.2.2 Addressing
            4.1.2.3 Greetings
            4.1.2.4 Compliments
            4.1.2.5 Advising and Persuading
            4.1.2.6 Refusing
    4.2 Causes of Pragmatic Failures
        4.2.1 Failure to Make Adaptations to the Interpreters
        4.2.2 Failure to Make Adaptation to the Mental World
            4.2.2.1 Failure to Make Adaptation to the Negotiator’s Personality
            4.2.2.2 Failure to Make Adaptation to the Negotiators’Emotions
            4.2.2.3 Failure to Make Adaptation to the Negotiators’Beliefs
            4.2.2.4 Failure to Make Adaptation to the Intention
        4.2.3 Failure to Make Adaptation to the Social World
        4.2.4 Failure to Make Adaptation to the Physical World
Chapter Five Strategies to Avoid the Pragmatic Failures in IBN
    5.1 Strategies to Make Adaptation to the Interpreters
    5.2 Strategies to Make Adaptation to the Mental World
    5.3 Strategies to Make Adaptation to the Social World
    5.4 Strategies to Make Adaptation to the Physical World
Chapter Six Conclusion
Bibliography


【參考文獻(xiàn)】：
期刊論文
[1]語用失誤研究在中國[J]. 孫亞,戴凌.  外語與外語教學(xué). 2002(03)



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