商務談判人際語言策略研究（簡體書）

《商務談判人際語言策略研究》從語篇分析的角度，在綜合諸如社會語言學、語用學、語篇分析等學科的研究成果上，運用話語分析CA(conversation analvsis)的研究方法，探討人際關係如何影響商務談判的整體話語結構、言語行為、詞形運用以及它們與禮貌策略的內在關聯，并對跨文化商務談判中的文化語言現象做了一定的對比和分析。作者在前人研究的社會交際和禮貌策略理論基礎上，以真實的商務談判對話為研究語料，分析商務談判的本質和語言運用，比如：人際關係策略、語言策略、禮貌策略等。該研究旨在從語言文化的層面識別和分析談判會話的組建、完成、語言表象(比如：句式層面和詞形層面語用的優先選擇)以及它們在商務談判中與人際關係和商務關係的內在關係。作者通過對談判對話框架、語言和禮貌策略的分析，以大量的實證證明，“人際關係”作為一種文化要素，對談判的話語模式、語言行為和禮貌策略起著至關重要的作用。

Foreword
Abstract
Chapter 1 Introduction
1.1 The Social Background
1.2 The Research Background
1.3 Research Objectives
1.4 The Rationale of the Study
1.5 Summary

Chapter 2 Literature Review and Descriptive Framework
2.1 Relevant Research on Business Negotiations
2.1.1 Definition of Negotiation
2.1.2 Current Discourse Studies of Business Negotiations
2.1.3 Current Studies of Interpersonal Communication
2.2 Relevant Studies of Negotiation Structure and Patterns
2.2.1 Prescriptive and Descriptive Models
2.2.2 Social Conversational Structure and Speech Elements
2.3 Negotiation Language and Culture
2.3.1 Business Negotiation Language
2.3.2 Politeness in Communication
2.3.3 Chinese Business Contexts
2.4 Summary

Chapter 3 Research Scope and Methodology
3.1 Introduction
3.2 Research Scope
3.3 Research Methodology
3.3.1 The Data and Transcription Conventions
3.3.2 Subject Selection and Recording Procedures
3.3.3 Analysis Procedure
3.4 The Division of Interpersonal Relationships in Business Negotiations
3.5 Summary

Chapter 4 The Structure of Interpersonal Business Negotiations
4.1 Introduction
4.2 The Global Structure of Business Negotiations
4.2.1 Opening Stage
4.2.2 Negotiating Stage
4.2.3 Closing Stage
4.3 The Conversational Structure of Business Negotiations
4.4 The Impact of Interpersonal Relationship on Business Negotiations
4.5 Summary

Chapter 5 Requests and Politeness Strategies in Business Negotiations
5.1 Introduction
5.2 Requests and Politeness Strategy
5.2.1 Requests and Politeness Strategies in Business Negotiations
5.3 Generic Preference for Business Requests and Politeness Strategies
5.3.1 General Distribution of Politeness Strategies in Business Requests
5.3.2 Interpersonal Variation in Request Strategies and Politeness
5.4 The Impact of Interpersonal Relationship on Business Requests and Interpersonal Politeness System
5.5 Summary

Chapter 6 Metaphors as Politeness Strategies in Business Negotiations
6.1 Introduction
6.2 Metaphors as Politeness Strategies
6.2.1 FTAs
6.2.2 Metaphors as Politeness Strategies in FTAs
6.2.3 Linguistic Realizations of Metaphorical Expression in FTAs
6.2.4 Distribution of Metaphors in Business Negotiations
6.3 Negotiators' Generic Preferences for Metaphors in Business Negotiations
6.3.1 Metaphors Used by the BS Group
6.3.2 Metaphors Used by the BF Group
6.3.3 Metaphors Used by the BP Group
6.4 The Impact of Interpersonal Relationship on Metaphors in FTAs
6.5 Summary

Chapter 7 Conclusion
7.1 Introduction
7.2 Summary of the Key Findings
7.3 A Cultural Perspective on Conversational Structure
7.4 A Cultural Perspective on Request
7.5 A Cultural Perspective on Metaphor
7.6 A Cultural Perspective on Interpersonal Business Communication
7.7 Significance
7.8 Limitations
7.9 Summary
References