由于國際商務(wù)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(jì)政治背景,人們的價(jià)值觀、思維方式、行為方式、語言及風(fēng)俗習(xí)慣各不相同,從而使影響談判的因素更加復(fù)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(dá)能力,才能在談判時(shí)抓住對方話語里的關(guān)鍵點(diǎn),揣測其真實(shí)意圖,從而使談判按預(yù)定的方案順利地進(jìn)行。本文將開創(chuàng)性地運(yùn)用語結(jié)理論來分析國際商務(wù)談判開始、議價(jià)以及合同簽署3個(gè)階段中的實(shí)際案例,以期指導(dǎo)商務(wù)談判人員在談判過程中能通過“讀懂”一段話乃至整個(gè)談判過程關(guān)鍵的“結(jié)點(diǎn)”----即語結(jié),從而能充分了解并掌握對方的真實(shí)目的和意圖,避免談判過程中由于沒抓住關(guān)鍵的語言點(diǎn)、關(guān)鍵詞而導(dǎo)致對貿(mào)易條款的不解或是沒能理解對方的真實(shí)動機(jī)和愿望而產(chǎn)生的諸多誤會,進(jìn)而保證商務(wù)談判過程的順利進(jìn)行并達(dá)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(jié)合在國際商務(wù)談判過程中的眾多案例來分析由于語結(jié)問題所引起的一些不必要的糾紛和誤會等問題,同時(shí)采用邏輯推理的方式,從對方談判的話語及其口吻中推導(dǎo)并分析談判另一方接下來想要表達(dá)的話語信息。本文主要研究內(nèi)容如下:首先,介紹了語結(jié)理論及... 

【文章來源】：湖北工業(yè)大學(xué)湖北省

【文章頁數(shù)】：53 頁

【學(xué)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(xiàn)】：
期刊論文
[1]語結(jié)的研究綜述[J]. 魏建愛.  寧德師專學(xué)報(bào)(哲學(xué)社會科學(xué)版). 2006(01)
[2]國際商務(wù)活動中的價(jià)格談判策略[J]. 吳仁波.  江蘇商論. 2005(12)
[3]語境干涉下的語結(jié)擴(kuò)展式[J]. 朱放成.  外語教學(xué). 2003(05)
[4]論語結(jié)語境模式在話語理解中的作用[J]. 徐李潔.  山東外語教學(xué). 2002(03)
[5]心理學(xué)和哲學(xué)對語言研究的貢獻(xiàn)[J]. Bertil Malmberg,岑麒祥.  國外語言學(xué). 1980(06)

碩士論文
[1]語結(jié)與英漢同聲傳譯斷句[D]. 王麗娜.廣東外語外貿(mào)大學(xué) 2007
[2]大型建設(shè)項(xiàng)目的合同談判與合同管理[D]. 陳啟明.對外經(jīng)濟(jì)貿(mào)易大學(xué) 2003



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