Linguistic Strategies in Sino-Western Business Negotiation开题报告

 2023-01-16 08:59:51

1. 研究目的与意义

With the development of society and economy, the twenty-first century has witnessed increasing numbers and importance of Sino-Western Business negotiations. It is a cross-cultural economic activity based on language usage. The success of negotiation, to a great extent,depends on the application of linguistic strategies. Linguistic serves as a bridge in the business negotiation, both sides of negotiators express their views and exchange opinions. Studying on this topic will help some business man get success in sino-western business negotiation.

2. 研究内容和预期目标

This passage aims to study the usage and featres of linguistic strategies. This passage will analyse different linguistic habits in different negotiation stages. Besides, some important strategies, such as question strategies will be mentioned too. At last, a conclusion will be made about the strategies in sino-western business negotiation.Linguistic Strategies in Sino-Western Business Negotiation1.Introduction2.Different Linguistic Habits2.1Starting Stage2.2Negotiation Stage2.3Ending Stage3.Linguistic Strategies on Negotiation3.1Strategies of Being Courteous.3.1.1 Vogue Expression3.1.2 Euphemistic Expression3.1.3 Humorous Expression3.1.4 Low Key Expression3.2 Strategies of Leaving Oneself Leeway.3.3 Strategies of Questioning in Negotiation.3.3.1 Direct Questioning Strategies.3.3.2 Questioning Conditions.3.3 Strategies of Persuading.4. Conclusion

3. 国内外研究现状

Up to present, lots of researchers paid their attention to the study of behaviors in business negotiation. They ignored the importance of linguistic strtegies.In foreign countries, such as America,they have set up negotiation research institutes to study negotiation contents. Except America, British plays an important role too. Kenndy had a book called New Negotiation Advantage. He stressed the significant function of linguistic strategies in business negotiation. He thought language is all in negotiation.In China, our study system is lack of theoretical and systematic study. In 2005, Zhou Guozhu wrote a book, Business Eloquence. He believed negotiators should use polite languages and listen to others patiently. Besides, humerous language is necessary in business negotiation.

4. 计划与进度安排

First, this passage will introduce the leading study in sino-western business negotiation and point out their shortages. Then, analysing different linguistic habits in different negotiation stages. Besides, some important strategies, such as question strategies will be mentioned to introduce how to make a negotiation success. At last, this passage will summerize useful linguistic strtegies in sino-western business negotiation.

5. 参考文献

(1) Alston, William P. Illocutionary Acts and Sentence Meaning[M]. New York: Cornell University Press, 2000.(2) Brown Levinson. Politeness: Some Universals in Language Usage[M].Cambridge: Cambridge University Press, 1987.(3)Leech.G. Politenss: Is there an East- west Divide?[J]. 外国语，2005.(4)Lehman Carol M. , Himstreet William C. Baty Wayne Murlin. Business Communications (Eleventh edition)[M]. Dalian: Dong Bei University of Finance Economics Press, 1998.(5) Curry Jeffrey Edmund．International Negotiating[M]. Shanghai：Shanghai Foreign Language Education Press, 2000.(6)Varner Iris Beamer Linda. International Communication in the Global Workplace (Third Edition)[M]. Shanghai: Shanghai Foreign Language Education Press, 2008. (7)胡艳芬. 积极礼貌策略在英语课堂教学中的应用[J]. 重庆工学院学报（社会科学版） 2009（1）.(8)何自然. 语用学与英语学习[M]. 上海：上海外语教育出版社，1997.(9) 李言，汪玮琳．跟我学：谈判口才[M]．北京：中国经济出版社，2006．(10) 刘园.国际商务谈判[M]. 北京：对外经济贸易大学出版社，2007.(11) 王徽英. 商务谈判中英语口语的语言技巧[J]. 广东省经济管理干部学院学报, 2002, (3): 2002, (15)

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