顺应理论下中美商务谈判的语用策略研究
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摘要
自从中国加入WTO,中美经济日益频繁,特别是在20世纪后十年。全球化已在世界中扩展,这样使得中美商务谈判越来越频繁。2010年1月到6月,美国对中国出口额为6.7%,增长了35.7%；美国从中国进口为17.7%,增加了20.4%。自从加入20国集团,中国经济持续发展,取得了良好的效果。2010年,中国经济继续保持平稳较快发展势头,一季度经济增长11.9%。中国始终重视增长的可持续性,把财政赤字控制在占国内生产总值3%的范围之内。2009年在货物出口总额减少16%的情况下,社会消费品零售总额实际增长近17%,全社会固定资产投资增长约30%,经常项目顺差占国内生产总值的比重降至6.1%。今年以来,中国贸易顺差继续大幅减少,经常项目收支加快趋向平衡,经济协调发展良好势头进一步增强。中美商务谈判是一种口语交流,谈判者使用不同的语言类型来完成不同的交际目的。因此,从某种程度上说,语用策略的应用对中美商务谈判的成功至关重要。之前的一些学者已经从不同角度研究过中美商务谈判中语用策略的应用,例如,模糊策略,合作策略,礼貌策略和其他策略。所有的这些策略研究都丰富了语用策略文献,也为中美谈判者们提供了帮助。然而,众所周知,所有的这些策略研究都是基于语用理论,毋庸置疑,他们把某些言语行为作为研究目的。因此,这些研究的结果不可能为谈判提供全面的指引,也不可能涉及不同的语用条件。本篇论文以顺应理论为基础,探讨了在中美商务谈判中语用策略的应用。此项研究旨在提高中美谈判人员在跨文化商务交际活动中的语用顺应意识以及应用能力。
这篇论文主要集中在从两个角度来谈顺应理论在中美商务谈判中的应用：交际语境和顺应语言结构。按照交际语境,这篇论文解释了在中美谈判中的超语言因素,比如中美谈判者们的精神世界,社交世界和物质世界。第一,精神世界的研究着重讨论了中美商务谈判者的不同世界观以及不同情绪的影响。第二,社交世界的研究,强调文化维度,社会规范以及它们对跨文化谈判交际的语言使用的影响。第三,物质世界的研究,集中探讨了在跨文化谈判中非言语行为所起的角色和影响。文章还从顺应性结构对象的角度讨论了谈判英语在各个结构层面的语言选择问题,包括语音,词汇,句法结构的选择。
本文采用定量研究和定性研究的方法对大量的中美谈判数据进行语用学分析。为了达到卓有成效的商务沟通,本文建议中美谈判者在语言选择过程中应该顺应语言使用者的精神世界,社交世界和物质世界,与此同时,为了有效的实施顺应策略,谈判人员还应了解跨文化间的差异和掌握跨文化知识。此外,本文还涉及到谈判英语属于商务语域范畴,有其独特的语用特点。在语音方面,谈判人员不仅要了解重音和语调的语音规则,同时还需要明白细微变化所产生的不同语用功能和意义。在词汇方面,中美谈判者应该明白专业术语和委婉语的重要性。在句法方面,中美谈判者应该明白不同的语态和时态表示不同的含义。本文重点研究了为了达到商务谈判的预期交际效果,谈判人员应该考虑到各个结构层面,选择运用恰如其分的谈判语言。
本文共分六章。
第一章是简要介绍,并且指出了之所以选这个论题的动机以及研究方法。
第二章是文献综述,一方面,集中讨论了国外的几个重要语用理论,例如,言语行为理论,合作原则,礼貌理论；另一方面,也讨论了当前中国的语用策略研究。
第三章重点集中在顺应理论本身,一一罗列出了顺应理论的三个组成部分,分别是：做出选择,语言的三个特性和顺应论的四个研究角度。
在讨论顺应理论之后,第四章重点阐述了中美交际语境,包括心智世界,社交世界以及物理世界。
第五章和第四章同等重要,介绍了在语言选择过程中,中美商务谈判者如何顺应语言结构,例如语言层面的顺应,词汇层面的顺应以及句法层面的顺应。
最后一章为总结,对该研究进行了归纳。重点阐述了顺应理论运用到中美商务谈判中的不足之处以及对将来研究的建议。
After entering into WTO, China's economic activities with America become more frequent, especially in the last decade of 20th century. Globalization is spreading all over the world, making the Sino-US business negotiation more prosperous. From January to June of 2010, China's exports to the United States are 6.7%, increasing 35.7%; the United States imports from China are 17.7%, increasing 20.4%. Since joining G20, China's economy is developing sustainably, which have gained effective results. In 2010, China's economy keeps fast and steady development tendency, and grows up 11.9% in the first quarter. China has always paid attention to the sustainability of growth; the deficit range is about 3% of GDP. In 2009, the total exports of goods reduce 16%, while the total retail sales of consumer goods increase 17%, the social fixed asset investment increase 30%. Since this year, China's trade surplus continued to sharply reduce, project payments tend to balance, and the tendency of economic sustainable development is becoming stronger. Sino-US business negotiation is a kind of spoken communication, both parties language users use different linguistic styles to fulfill different communicative aims. Therefore, the successful business communication between China and America, to a large extent, lies in the application of pragmatic strategies. In the previous studies, some learners have studied the application of pragmatic strategies to Sino-US business negotiations from different perspectives, for example, vagueness strategy, cooperation strategy, politeness strategy and so on. All of these studies enriched the literature of pragmatic strategies and also supplied help for these Sino-US negotiators. However, we all know that all of these studies were based on some pragmatic theories, it is no doubt that they tended to regard certain speech acts as their research objects. Therefore, the findings from these studies could not provide a complete guidance and help for different pragmatic situations during the process of Sino-US business negotiation. Regarding Adaptation Theory of pragmatic perspective as its theoretical basis, the thesis expresses the application of the theory as a pragmatic strategy in Sino-US business negotiations. The aims of the study are to improve pragmatic adaptation awareness and competence of Sino-US negotiators in cross-cultural business communication.
With the help of Adaptation Theory, the thesis mainly focuses on the application of adaptation strategy to Sino-US business negotiations from two perspectives, communicative context and language structure of adaptability. According to communicative context, the thesis explains the extra linguistic factors in Sino-US negotiations, such as the mental world, the social world and the physical world of Sino-US negotiators. Firstly, as to the mental world, the study discusses the personality worldview, the emotions of Sino-US negotiators. Secondly, as to the social world, the thesis emphasizes the cultural factors, social factors and their great impact on the language use of Sino-US negotiation communication. Thirdly, as to the physical world, the thesis focuses on the role and impact of the nonverbal behaviors in Sino-US negotiation. The thesis also focuses on discussing adaptation to language structure, such as, sound, word and syntactic structure.
The thesis makes use of the methodology of quantitative research and qualitative research in Sino-US business negotiations. In order to produce effective communication, the thesis suggests that Sino-US negotiators should adapt to the mental world, the social world and the physical world of language users in the process of linguistic choices, where knowing differences in cross-cultural business communication and holding cultural knowledge are the main point for negotiators to carry out adaptation strategy. Furthermore, the thesis points out that negotiation English, which belongs to the scope of business register, has its special pragmatic features. In terms of sound, Sino-US negotiators need to understand the phonetic rules of tone, intonation and stress, meanwhile, they also need to understand different pragmatic functions and meanings which are brought about by their few changes. Furthermore, as to lexicon, Sino-US negotiators should understand the importance of technical terms and compliments, because they have their own special meaning in business negotiations. Finally, as to syntax, Sino-US negotiators should understand different tenses and voices to express different meanings.In a word, the thesis argues that Sino-US negotiators should make linguistic choices which are adaptable to every structural level for fulfilling communicative results as expected.
The thesis consists of six parts. Chapter One is the brief introduction. The author states the motive and methodology to choose the topic to study.
In Chapter Two, the author makes an overall consideration of literature review. On the hand, the discussion covers the important pragmatic theories abroad, such as Speech Act theory, Cooperative Principle, Politeness theory; on the other hand, the author also discusses pragmatic strategy research in China.
Chapter Three is the adaptation theory; the author explains the three factors of adaptation theory one by one, including choice making, three properties of language and four angles of investigation of adaptation theory.
After the introduction of adaptation theory, the author fulfills Chapter Four with Sino-US communicative context, in which three parts are introduced, including the mental world, the social world and the physical world.
Chapter Five is equally important with chapter four, introducing how Sino-US business negotiators adapt to language structure during the process of language choosing, such as sound level, lexical level and syntactic level.
Chapter Six is the conclusion of the whole thesis. The author presents the limitation of this study, and then demonstrates the suggestion for future study.
这篇论文主要集中在从两个角度来谈顺应理论在中美商务谈判中的应用：交际语境和顺应语言结构。按照交际语境,这篇论文解释了在中美谈判中的超语言因素,比如中美谈判者们的精神世界,社交世界和物质世界。第一,精神世界的研究着重讨论了中美商务谈判者的不同世界观以及不同情绪的影响。第二,社交世界的研究,强调文化维度,社会规范以及它们对跨文化谈判交际的语言使用的影响。第三,物质世界的研究,集中探讨了在跨文化谈判中非言语行为所起的角色和影响。文章还从顺应性结构对象的角度讨论了谈判英语在各个结构层面的语言选择问题,包括语音,词汇,句法结构的选择。
本文采用定量研究和定性研究的方法对大量的中美谈判数据进行语用学分析。为了达到卓有成效的商务沟通,本文建议中美谈判者在语言选择过程中应该顺应语言使用者的精神世界,社交世界和物质世界,与此同时,为了有效的实施顺应策略,谈判人员还应了解跨文化间的差异和掌握跨文化知识。此外,本文还涉及到谈判英语属于商务语域范畴,有其独特的语用特点。在语音方面,谈判人员不仅要了解重音和语调的语音规则,同时还需要明白细微变化所产生的不同语用功能和意义。在词汇方面,中美谈判者应该明白专业术语和委婉语的重要性。在句法方面,中美谈判者应该明白不同的语态和时态表示不同的含义。本文重点研究了为了达到商务谈判的预期交际效果,谈判人员应该考虑到各个结构层面,选择运用恰如其分的谈判语言。
本文共分六章。
第一章是简要介绍,并且指出了之所以选这个论题的动机以及研究方法。
第二章是文献综述,一方面,集中讨论了国外的几个重要语用理论,例如,言语行为理论,合作原则,礼貌理论；另一方面,也讨论了当前中国的语用策略研究。
第三章重点集中在顺应理论本身,一一罗列出了顺应理论的三个组成部分,分别是：做出选择,语言的三个特性和顺应论的四个研究角度。
在讨论顺应理论之后,第四章重点阐述了中美交际语境,包括心智世界,社交世界以及物理世界。
第五章和第四章同等重要,介绍了在语言选择过程中,中美商务谈判者如何顺应语言结构,例如语言层面的顺应,词汇层面的顺应以及句法层面的顺应。
最后一章为总结,对该研究进行了归纳。重点阐述了顺应理论运用到中美商务谈判中的不足之处以及对将来研究的建议。
After entering into WTO, China's economic activities with America become more frequent, especially in the last decade of 20th century. Globalization is spreading all over the world, making the Sino-US business negotiation more prosperous. From January to June of 2010, China's exports to the United States are 6.7%, increasing 35.7%; the United States imports from China are 17.7%, increasing 20.4%. Since joining G20, China's economy is developing sustainably, which have gained effective results. In 2010, China's economy keeps fast and steady development tendency, and grows up 11.9% in the first quarter. China has always paid attention to the sustainability of growth; the deficit range is about 3% of GDP. In 2009, the total exports of goods reduce 16%, while the total retail sales of consumer goods increase 17%, the social fixed asset investment increase 30%. Since this year, China's trade surplus continued to sharply reduce, project payments tend to balance, and the tendency of economic sustainable development is becoming stronger. Sino-US business negotiation is a kind of spoken communication, both parties language users use different linguistic styles to fulfill different communicative aims. Therefore, the successful business communication between China and America, to a large extent, lies in the application of pragmatic strategies. In the previous studies, some learners have studied the application of pragmatic strategies to Sino-US business negotiations from different perspectives, for example, vagueness strategy, cooperation strategy, politeness strategy and so on. All of these studies enriched the literature of pragmatic strategies and also supplied help for these Sino-US negotiators. However, we all know that all of these studies were based on some pragmatic theories, it is no doubt that they tended to regard certain speech acts as their research objects. Therefore, the findings from these studies could not provide a complete guidance and help for different pragmatic situations during the process of Sino-US business negotiation. Regarding Adaptation Theory of pragmatic perspective as its theoretical basis, the thesis expresses the application of the theory as a pragmatic strategy in Sino-US business negotiations. The aims of the study are to improve pragmatic adaptation awareness and competence of Sino-US negotiators in cross-cultural business communication.
With the help of Adaptation Theory, the thesis mainly focuses on the application of adaptation strategy to Sino-US business negotiations from two perspectives, communicative context and language structure of adaptability. According to communicative context, the thesis explains the extra linguistic factors in Sino-US negotiations, such as the mental world, the social world and the physical world of Sino-US negotiators. Firstly, as to the mental world, the study discusses the personality worldview, the emotions of Sino-US negotiators. Secondly, as to the social world, the thesis emphasizes the cultural factors, social factors and their great impact on the language use of Sino-US negotiation communication. Thirdly, as to the physical world, the thesis focuses on the role and impact of the nonverbal behaviors in Sino-US negotiation. The thesis also focuses on discussing adaptation to language structure, such as, sound, word and syntactic structure.
The thesis makes use of the methodology of quantitative research and qualitative research in Sino-US business negotiations. In order to produce effective communication, the thesis suggests that Sino-US negotiators should adapt to the mental world, the social world and the physical world of language users in the process of linguistic choices, where knowing differences in cross-cultural business communication and holding cultural knowledge are the main point for negotiators to carry out adaptation strategy. Furthermore, the thesis points out that negotiation English, which belongs to the scope of business register, has its special pragmatic features. In terms of sound, Sino-US negotiators need to understand the phonetic rules of tone, intonation and stress, meanwhile, they also need to understand different pragmatic functions and meanings which are brought about by their few changes. Furthermore, as to lexicon, Sino-US negotiators should understand the importance of technical terms and compliments, because they have their own special meaning in business negotiations. Finally, as to syntax, Sino-US negotiators should understand different tenses and voices to express different meanings.In a word, the thesis argues that Sino-US negotiators should make linguistic choices which are adaptable to every structural level for fulfilling communicative results as expected.
The thesis consists of six parts. Chapter One is the brief introduction. The author states the motive and methodology to choose the topic to study.
In Chapter Two, the author makes an overall consideration of literature review. On the hand, the discussion covers the important pragmatic theories abroad, such as Speech Act theory, Cooperative Principle, Politeness theory; on the other hand, the author also discusses pragmatic strategy research in China.
Chapter Three is the adaptation theory; the author explains the three factors of adaptation theory one by one, including choice making, three properties of language and four angles of investigation of adaptation theory.
After the introduction of adaptation theory, the author fulfills Chapter Four with Sino-US communicative context, in which three parts are introduced, including the mental world, the social world and the physical world.
Chapter Five is equally important with chapter four, introducing how Sino-US business negotiators adapt to language structure during the process of language choosing, such as sound level, lexical level and syntactic level.
Chapter Six is the conclusion of the whole thesis. The author presents the limitation of this study, and then demonstrates the suggestion for future study.
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