商务谈判人际语言策略研究【2025|PDF|Epub|mobi|kindle电子书版本百度云盘下载】

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Chapter 1 Introduction1

1.1 The Social Background2

1.2 The Research Background4

1.3 Research Objectives7

1.4 The Rationale of the Study9

1.5 Summary11

Chapter 2 Literature Review and Descriptive Framework13

2.1 Relevant Research on Business Negotiations13

2.1.1 Definition of Negotiation14

2.1.2 Current Discourse Studies of Business Negotiations16

2.1.3 Current Studies of Interpersonal Communication19

2.2 Relevant Studies of Negotiation Structure and Patterns23

2.2.1 Prescriptive and Descriptive Models23

2.2.2 Social Conversational Structure and Speech Elements26

2.3 Negotiation Language and Culture32

2.3.1 Business Negotiation Language33

2.3.2 Politeness in Communication43

2.3.3 Chinese Business Contexts53

2.4 Summary62

Chapter 3 Research Scope and Methodology63

3.1 Introduction63

3.2 Research Scope64

3.3 Research Methodology65

3.3.1 The Data and Transcription Conventions66

3.3.2 Subject Selection and Recording Procedures68

3.3 3 Analysis Procedure70

3.4 The Division of Interpersonal Relationships in Business Negotiations72

3.5 Summary75

Chapter 4 The Structure of Interpersonal Business Negotiations76

4.1 Introduction76

4.2 The Global Structure of Business Negotiations77

4.2.1 Opening Stage79

4.2.2 Negotiating Stage112

4.2.3 Closing Stage132

4.3 The Conversational Structure of Business Negotiations138

4.4 The Impact of Interpersonal Relationship on Business Negotiations143

4.5 Summary146

Chapter 5 Requests and Politeness Strategies in Business Negotiations147

5.1 Introduction148

5.2 Requests and Politeness Strategy148

5.2.1 Requests and Politeness Strategies in Business Negotiations149

5.3 Generic Preference for Business Requests and Politeness Strategies185

5.3.1 General Distribution of Politeness Strategies in Business Requests186

5.3.2 Interpersonal Variation in Request Strategies and Politeness188

5.4 The Impact of Interpersonal Relationship on Business Requests and Interpersonal Politeness System199

5.5 Summary202

Chapter 6 Metaphors as Politeness Strategies in Business Negotiations203

6.1 Introduction204

6.2 Metaphors as Politeness Strategies204

6.2.1 FTAs206

6.2.2 Metaphors as Politeness Strategies in FTAs207

6.2.3 Linguistic Realizations of Metaphorical Expression in FTAs216

6.2.4 Distribution of Metaphors in Business Negotiations219

6.3 Negotiators'Generic Preferences for Metaphors in Business Negotiations221

6.3.1 Metaphors Used by the BS Group223

6.3.2 Metaphors Used by the BF Group228

6.3.3 Metaphors Used by the BP Group234

6.4 The Impact of Interpersonal Relationship on Metaphors in FTAs243

6.5 Summary247

Chapter 7 Conclusion249

7.1 Introduction249

7.2 Summary of the Key Findings250

7.3 A Cultural Perspective on Conversational Structure254

7.4 A Cultural Perspective on Request256

7.5 A Cultural Perspective on Metaphor257

7.6 A Cultural Perspective on Interpersonal Business Communication259

7.7 Significance261

7.8 Limitations264

7.9 Summary266

References269

List of Tables24

2.1 Prescriptive phase models of negotiations24

2.2 Descriptive phases models of negotiations25

2.3 The shared generic structure elements of agnate service encounters29

4.1 The occurrence of speech elements in business negotiations78

4.2 The salutation patterns at the opening stage in business negotiations85

4.3 The patterns of greeting exchange in business negotiations90

4.4 The introduction patterns in business negotiations96

4.5 The distribution of seat allocation across three groups98

4.6 The patterns of drink serving in business negotiations103

4.7 The distribution of small talk in business negotiations110

4.8 The patterns of business initiation in business negotiations117

4.9 The patterns of information inquiry in business negotiations123

4.10 The patterns of problem resolution in business negotiations130

4.11 The initiation patterns of opening-up closure in business negotiations134

4.12 The ending patterns in business negotiations138

4.13 The generic structure of business negotiations and exchange features141

5.1 The generic linguistic preferences of BS group in requests190

5.2 The generic linguistic preferences of BF group in requests193

5.3 The generic linguistic preferences of BP group in requests196

6.1 The classification of FTAs206

6.2 Distribution of metaphors in speech acts208

6.3 General distribution of metaphor realizations in speech acts in business negotiations219

6.4 The preferences for metaphors in speech acts by negotiators across three interpersonal relations222

6.5 BS's preference for linguistic realizations of metaphors223

6.6 BF's preference for linguistic realizations of metaphors229

6.7 BP's preference for linguistic realizations of metaphors234