27国际商务谈判中言语交际策略的跨文化对比.doc

分类号 UDC 密级.公...i 硕士研究生学位论文 国际商务谈判中言语交际策略的跨文化对比 申请人：许婉亭 学 号：2075705 培养单位：应用外语学院 学科专业：外国语言学及应用语言学 研究方向：跨文化交际 指导教师：韩红教授 完成日期：2010年4月30日 中文摘要 中文摘要 随着全球经济一体化的发展，世界各国之间的经济合作日趋紧密。国际商务 谈判在当今的全球商务活动中充当越来越重要的角色，而谈判中的双赢原则也越 来越受到国际上各利益团体的重视。本文以合作原则、礼貌原则、面子理论、间 接言语行为等语用原则为基础，基于对中国和西方国家商人的面对面国际商务谈 判成功或失败案例的分析，探讨国际商务谈判中言语交际策略的运用并对其进行 跨文化对比。 本文研究发现，在国际商务谈判中，合作、礼貌、间接言语行为、幽默、转 移对象等言语交际策略的运用与谈判人员的文化背景有着紧密的联系。来自不同 文化背景的谈判人员运用的言语交际策略往往不同，如果谈判双方不能理解这是 彼此的文化差异造成的，文化冲突就会产生，谈判可能失败。 本文得出的结论是，言语交际策略在国际商务谈判中的有效应用对谈判的成 败起着决定性的作用。文化差异是谈判人员选择不同言语交际策略的根本原因。 了解对方的文化可以使跨文化商务谈判达到事半功倍的效果。 关键词：a语交际策略；文化差异；文化因素；国际商务谈判 黑龙江大学硕士学位论文 Abstract With the development of global economic integration, cooperation among countries all over the world becomes closer. International business negotiation plays a more and more crucial role in today9s business activities, and win-win principle has attracted more and more attention from many interest groups in the world. Based on the theories of Cooperation Principle, Politeness Principle, Face Theory and Indirect Speech Act, and on the case analysis of face-to-face international business negotiations between people from China and other western countries, the research purpose is to study pragmatic strategies and make an intercultural comparison of them in the situational context---international business negotiation. The research shows that in international business negotiations, the application of various pragmatics strategies—-Cooperation Strategy，Politeness Strategy，Indirect Speech Act Strategy, Humor Strategy and Side-stepping Strategy, has close relation with the cultural backgrounds of international business negotiators. If business negotiators come from different culture backgrounds, they are liable to adopt different pragmatic strategies during negotiations. If they don9t understand this is caused by cultural differences, the negotiation may fail due to cultural conflicts. The research results drawn from the present study are that the application of pragmatic s