商务英语谈判会话的人际语用研究  

A Study of Interpersonal Pragmatics in Business English Negotiation Conversations

作　　者：杨文静 Yang Wenjing(Nanjing University of Technology,Nanjing,Jiangsu,211816)

机构地区：[1]南京工业大学,江苏南京211816

出　　处：《现代英语》2024年第14期91-93,共3页Modern English

摘　　要：研究基于Spencer-Oatey的关系管理理论,对 20 场国际商务英语谈判会话进行质性分析.研究发现,谈判双方运用多种语用策略维护和增进关系,主要包括面子管理、权利义务管理及互动目标管理.面子管理涉及积极和消极面子维护;权利义务管理体现为权力距离调节和公平性维护;互动目标管理包括任务导向和关系导向策略.成功谈判者能根据文化背景和谈判进程灵活调整英语表达,平均使用 7.5 种不同策略.研究结果为提高国际商务英语谈判效率提供理论指导和实践启示,也为商务英语教学和跨文化交际培训提供实证基础.The study is based on Spencer Oatey's relationship management theory and conducts a qualitative analysis of 20 international business English negotiation conversations.Research has found that both negotiating parties use various pragmatic strategies to maintain and enhance their relationship,mainly including face management,rights and obligations management,and interactive goal management.Face management involves both positive and negative face maintenance,the management of rights and obligations is reflected in the adjustment of power distance and the maintenance of fairness,interactive goal management includes task oriented and relationship oriented strategies.Successful negotiators are able to flexibly adjust their English expression based on cultural background and negotiation process,using an average of 7.5 different strategies.The research results provide theoretical guidance and practical inspiration for improving the efficiency of international business English negotiations,as well as empirical basis for business English teaching and cross-cultural communication training.

关 键 词：商务谈判 人际语用学 关系管理理论 面子管理 权利义务管理 

分 类 号：H319.32[语言文字—英语]