国际商务谈判策略中语结运用研究

发布时间：2021-11-01 07:55

　　由于国际商务谈判的谈判者代表了不同国家和地区的利益,有着不同的社会文化和经济政治背景,人们的价值观、思维方式、行为方式、语言及风俗习惯各不相同,从而使影响谈判的因素更加复杂,谈判的难度增大。因此,谈判者必须有广博的知识和高超的谈判语言表达能力,才能在谈判时抓住对方话语里的关键点,揣测其真实意图,从而使谈判按预定的方案顺利地进行。本文将开创性地运用语结理论来分析国际商务谈判开始、议价以及合同签署3个阶段中的实际案例,以期指导商务谈判人员在谈判过程中能通过“读懂”一段话乃至整个谈判过程关键的“结点”----即语结,从而能充分了解并掌握对方的真实目的和意图,避免谈判过程中由于没抓住关键的语言点、关键词而导致对贸易条款的不解或是没能理解对方的真实动机和愿望而产生的诸多误会,进而保证商务谈判过程的顺利进行并达到双赢的最终目的。本文的研究方法:本文主要采用定性研究方法并将结合在国际商务谈判过程中的众多案例来分析由于语结问题所引起的一些不必要的纠纷和误会等问题,同时采用逻辑推理的方式,从对方谈判的话语及其口吻中推导并分析谈判另一方接下来想要表达的话语信息。本文主要研究内容如下:首先,介绍了语结理论及... 

【文章来源】：湖北工业大学湖北省

【文章页数】：53 页

【学位级别】：硕士

【文章目录】：
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


【参考文献】：
期刊论文
[1]语结的研究综述[J]. 魏建爱.  宁德师专学报(哲学社会科学版). 2006(01)
[2]国际商务活动中的价格谈判策略[J]. 吴仁波.  江苏商论. 2005(12)
[3]语境干涉下的语结扩展式[J]. 朱放成.  外语教学. 2003(05)
[4]论语结语境模式在话语理解中的作用[J]. 徐李洁.  山东外语教学. 2002(03)
[5]心理学和哲学对语言研究的贡献[J]. Bertil Malmberg,岑麒祥.  国外语言学. 1980(06)

硕士论文
[1]语结与英汉同声传译断句[D]. 王丽娜.广东外语外贸大学 2007
[2]大型建设项目的合同谈判与合同管理[D]. 陈启明.对外经济贸易大学 2003



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