商务谈判中的话轮分析

发布时间：2018-04-15 13:11

本文选题：商务谈判 + 话轮转换　；参考：《东北师范大学》2012年硕士论文

【摘要】：话轮是日常会话的基本结构单位。话轮转换的研究是会话分析中的核心问题之一，话轮不同的长短和话轮转换频率，经常会被持有不同立场的说话者用作话轮转换的手段，以期达到各自的目的。Sacks, Yuee Li等学者，通过对大量的日常交往中谈话的原则和规律研究，从诸多方面对话轮转换理论进行了探讨，比如对电话交谈、新闻访谈、教室用语等等进行了深入的研究。由于目前国内外对真实商务谈判的话轮研究很少，因此本文首次尝试通过使用话轮长短，话轮使用频率以及话轮获取策略等方面，分析采集和转录的真实商务谈判的语料，探讨商务谈判的参与者如何合理的运用话轮使用策略来赢得谈判中的主动。本文运用话轮建构机制、话轮分配机制以及转换方式，即相邻毗对和插入序列等理论进行分析，来尝试分析和探讨本文所提出的两个问题研究问题，，1.商务谈判中的谈判者经常使用话轮来把握谈判进程吗？2.何种话轮长度可以帮助话轮使用者赢得主动？本文收集的语料为中文的商务谈判3个，时长为1小时06分03秒，根据社会语言学研究的要求进行了转录，是可靠的研究语料。本研究发现可概述为以下几点，第一，商务谈判中的话轮频率为每分钟1.67个话轮，话轮的频率虽然并不直接决定商务谈判的结果，但是会标示或推动谈判的顺利进行，有助于赢得谈判的主动；第二，谈判中话轮长度一般控制在66.04个字符/轮次，话轮长度的控制表明谈判参与者通过控制话轮转换作为手段来推动谈判的顺利进行，逐步赢得主动，在某种程度上为达到谈判目的服务；此外，谈判参与者通过适当的控制话轮使用的频率和长度等话轮获取策略和话轮转换策略，逐步赢得谈判的主动或推动谈判的顺利进行，帮助谈判参与者更好地达到目的。由于真实的商务谈判语具有保密性，语料收集困难大，将本文研究发现局限于对中文商务谈判的范围内。本文对谈判参与人员提出两点建议，第一，话轮的使用频率和长度需要留意，同时要更多地了解所涉及到的产品的相关知识；第二，在谈判过程中，要增强对话轮转换的了解，在一定程度上把握谈判的进程，使谈判进程朝着有利自己的方向发展。本研究对商务谈判中的话轮转换技巧的进一步揭示，有助于未来谈判人员在实践中利用这些技巧获取更好的谈判效果，并对未来的商务谈判话语研究有一定的参考作用。
[Abstract]:Turn is the basic structural unit of daily conversation.The study of turn-switching is one of the core problems in conversational analysis. Different lengths and frequency of turn-switching are often used by speakers who hold different positions as means of turn-switching, in order to achieve their respective aims, such as Sacks, Yuee Li and so on.Based on the study of the principles and rules of conversation in daily communication, this paper probes into the theory of conversational rotation from many aspects, such as telephone conversation, news interview, classroom language and so on.Because there are few researches on the real business negotiation at home and abroad, this paper first tries to analyze the collected and transcribed corpus of real business negotiation by using the length of the round, the frequency of the turn and the strategy of the round acquisition.This paper discusses how the participants in business negotiation can use the strategy of turn to win the initiative in negotiation.In this paper, we use the theories of the construction mechanism, the allocation mechanism and the transformation mode, that is, the adjacent adjoining pair and the insertion sequence, to analyze and discuss the two problems raised in this paper.Negotiators in business negotiations often use turn to grasp the negotiation process.What is the length of the wheel that can help the speaker win the initiative?The data collected in this paper are three Chinese business negotiations for 1 hour 06 minutes 03 seconds and transcribed according to the requirements of sociolinguistic research. It is a reliable research corpus.The findings of this study can be summarized as follows: first, the frequency of business negotiation is 1.67 rounds per minute. Although the frequency of turn does not directly determine the outcome of business negotiations, it will mark or promote the smooth progress of the negotiations.Second, the length of the round is generally controlled at 66.04 characters per round, and the control of the length of the round indicates that the participants in the negotiations use control of the turn-off as a means to facilitate the smooth progress of the negotiations.Gradually gaining initiative to serve the purpose of negotiation to a certain extent; in addition, negotiating participants obtain strategies and turn-over strategies by properly controlling the frequency and length of round use.To win over the negotiation initiative or to promote the smooth progress of the negotiations, helping the participants to achieve their goals better.Due to the confidentiality of the real business negotiation language and the difficulty of collecting the corpus, the present study is confined to the scope of the Chinese business negotiation.This paper puts forward two suggestions to the participants in the negotiations. First, the frequency and length of the use of the round need to be paid attention to, at the same time, we should learn more about the products involved; second, we should enhance the understanding of the conversion of the dialogue round during the negotiation process.To a certain extent, to grasp the process of negotiation, so that the negotiation process towards their own direction.This study further reveals the turn-switching techniques in business negotiation, which is helpful for future negotiators to use these techniques in practice to obtain better negotiation results, and has a certain reference role in the future business negotiation discourse research.
【学位授予单位】：东北师范大学
【学位级别】：硕士
【学位授予年份】：2012
【分类号】：H030

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