由于國際商務談判的談判者代表了不同國家和地區(qū)的利益,有著不同的社會文化和經(jīng)濟政治背景,人們的價值觀、思維方式、行為方式、語言及風俗習慣各不相同,從而使影響談判的因素更加復雜,談判的難度增大。因此,談判者必須有廣博的知識和高超的談判語言表達能力,才能在談判時抓住對方話語里的關鍵點,揣測其真實意圖,從而使談判按預定的方案順利地進行。本文將開創(chuàng)性地運用語結理論來分析國際商務談判開始、議價以及合同簽署3個階段中的實際案例,以期指導商務談判人員在談判過程中能通過“讀懂”一段話乃至整個談判過程關鍵的“結點”----即語結,從而能充分了解并掌握對方的真實目的和意圖,避免談判過程中由于沒抓住關鍵的語言點、關鍵詞而導致對貿易條款的不解或是沒能理解對方的真實動機和愿望而產(chǎn)生的諸多誤會,進而保證商務談判過程的順利進行并達到雙贏的最終目的。本文的研究方法:本文主要采用定性研究方法并將結合在國際商務談判過程中的眾多案例來分析由于語結問題所引起的一些不必要的糾紛和誤會等問題,同時采用邏輯推理的方式,從對方談判的話語及其口吻中推導并分析談判另一方接下來想要表達的話語信息。本文主要研究內容如下:首先,介紹了語結理論及... 

【文章來源】：湖北工業(yè)大學湖北省

【文章頁數(shù)】：53 頁

【學位級別】：碩士

【文章目錄】：
摘要
Abstract
1 Introduction
2 Theoretical Background and Relevant Domestic and Overseas Studies
    2.1 Definition of nexus and its features
    2.2 International business negotiation
        2.2.1 Definition of international business negotiation
        2.2.2 Features of international business negotiation
        2.2.3 Development of international business negotiation
    2.3 The Current Status of Studies on Strategy for Application of Nexus
        2.3.1 Overseas studies on strategy for application of nexus
        2.3.2 Domestic studies on strategy for application of nexus
        2.3.3 The representations and features of nexus in international business negotiation
    2.4 Methods and purpose of the study
3 Functions of Nexus Theory in Initiating Stage of International Business Negotiations and Case Study
    3.1 Nexus contributing to clarifying the train of thought
    3.2 Nexus contributing to abstracting the negotiation tenet
    3.3 Nexus contributing to grasping the emotion
    3.4 Summary
4 The Function of the Nexus Theory in the Bargaining Stage of the International Busineass Negotiations and Relevant Case Study
    4.1 The impact of nexus upon application of strategies in advantageous negotiating conditi
        4.1.1 Nexus and Strategy of No Establishing of Precedents
        4.1.2 Nexus and strategy of starting with bitterness and ending with sweetness
        4.1.3 Nexus and strategy of deadline
        4.1.4 Nexus and strategy of forestalling the opponent
    4.2 The function of nexus in application of strategies in disadvantageous negotiating conditions
        4.2.1 Nexus and strategy of nitpicking
        4.2.2 Nexus and strategy of conquering the unyielding with the yielding
        4.2.3 Nexus and strategy of intellectual ignorance
        4.2.4 Nexus and strategy of gaining the initiative
    4.3 Function of nexus in application of strategies in balanced negotiation
        4.3.1 Nexus and strategy of throwing a stone to clear the road
        4.3.2 Nexus and strategy of emphasizing favorable situation before bargaining
        4.3.3 Nexus and strategy of letting the opponents off to catch them later
        4.3.4 Nexus and strategy of adjournment
    4.4 Summary
5 Function of the Nexus Theory in the Agreement Stage of the International Business Negotiations and Relevant Case Study
    5.1 Function of nexus in outside dealing
    5.2 Function of nexus in signal judgment
    5.3 Function of nexus in maximization of benefits
    5.4 Summary
6 Conclusion
References
Acknowledgements
Appendix


【參考文獻】：
期刊論文
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[2]國際商務活動中的價格談判策略[J]. 吳仁波.  江蘇商論. 2005(12)
[3]語境干涉下的語結擴展式[J]. 朱放成.  外語教學. 2003(05)
[4]論語結語境模式在話語理解中的作用[J]. 徐李潔.  山東外語教學. 2002(03)
[5]心理學和哲學對語言研究的貢獻[J]. Bertil Malmberg,岑麒祥.  國外語言學. 1980(06)

碩士論文
[1]語結與英漢同聲傳譯斷句[D]. 王麗娜.廣東外語外貿大學 2007
[2]大型建設項目的合同談判與合同管理[D]. 陳啟明.對外經(jīng)濟貿易大學 2003



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