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国际商务谈判策略中语结运用研究

作　者: 李游
导　师: 贾勤
学　校: 湖北工业大学
专　业: 外国语言学及应用语言学
关键词: 语结国际商务谈判策略应用
分类号: H030
类　型: 硕士论文
年　份: 2011年
下　载: 181次
引　用: 0次
阅　读: 论文下载

内容摘要

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,介绍了语结理论及国际商务谈判的主要理论,较为全面地对国内外语结理论在不同领域的运用进行分析、概括和总结;其次,在阐述理论背景的基础上,结合实际案例,着重分析了语结理论在国际商务谈判开始阶段、议价阶段以及合同签署阶段的策略应用中的作用,提炼商务谈判过程中如何恰当、得体的使用谈判策略即要从抓住对方和整理自己的语结开始着手,从而促使商务谈判顺利进行。最后,对全文进行了总结,即在国际商务谈判中谈判人员对语结的捕捉,能够提高他们对谈判过程中关键点的理解和表达能力,从而提高谈判策略运用的效力。同时,讨论了本文研究方法的局限性以及国际商务谈判中语结理论运用的未来研究方向和发展趋势

全文目录

摘要  4-5
Abstract  5-9
1 Introduction  9-11
2 Theoretical Background and Relevant Domestic and Overseas Studies  11-22
  2.1 Definition of nexus and its features  11-13
  2.2 International business negotiation  13-16
    2.2.1 Definition of international business negotiation  13-14
    2.2.2 Features of international business negotiation  14-15
    2.2.3 Development of international business negotiation  15-16
  2.3 The Current Status of Studies on Strategy for Application of Nexus  16-21
    2.3.1 Overseas studies on strategy for application of nexus  16-17
    2.3.2 Domestic studies on strategy for application of nexus  17-20
    2.3.3 The representations and features of nexus in international business negotiation  20-21
  2.4 Methods and purpose of the study  21-22
3 Functions of Nexus Theory in Initiating Stage of International Business Negotiations and Case Study  22-28
  3.1 Nexus contributing to clarifying the train of thought  22-24
  3.2 Nexus contributing to abstracting the negotiation tenet  24-25
  3.3 Nexus contributing to grasping the emotion  25-26
  3.4 Summary  26-28
4 The Function of the Nexus Theory in the Bargaining Stage of the International Busineass Negotiations and Relevant Case Study  28-40
  4.1 The impact of nexus upon application of strategies in advantageous negotiating conditi  28-31
    4.1.1 Nexus and Strategy of No Establishing of Precedents  29
    4.1.2 Nexus and strategy of starting with bitterness and ending with sweetness  29-30
    4.1.3 Nexus and strategy of deadline  30
    4.1.4 Nexus and strategy of forestalling the opponent  30-31
  4.2 The function of nexus in application of strategies in disadvantageous negotiating conditions  31-35
    4.2.1 Nexus and strategy of nitpicking  32-33
    4.2.2 Nexus and strategy of conquering the unyielding with the yielding  33-34
    4.2.3 Nexus and strategy of intellectual ignorance  34
    4.2.4 Nexus and strategy of gaining the initiative  34-35
  4.3 Function of nexus in application of strategies in balanced negotiation  35-39
    4.3.1 Nexus and strategy of throwing a stone to clear the road  36
    4.3.2 Nexus and strategy of emphasizing favorable situation before bargaining  36-37
    4.3.3 Nexus and strategy of letting the opponents off to catch them later  37-38
    4.3.4 Nexus and strategy of adjournment  38-39
  4.4 Summary  39-40
5 Function of the Nexus Theory in the Agreement Stage of the International Business Negotiations and Relevant Case Study  40-48
  5.1 Function of nexus in outside dealing  41-42
  5.2 Function of nexus in signal judgment  42-44
  5.3 Function of nexus in maximization of benefits  44-46
  5.4 Summary  46-48
6 Conclusion  48-49
References  49-52
Acknowledgements  52-53
Appendix  53

国际商务谈判策略中语结运用研究

内容摘要

全文目录

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