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英语商务谈判之语用预设概述 [2]

论文作者:www.51lunwen.org论文属性:硕士毕业论文 thesis登出时间:2014-06-27编辑:lgg点击率:5281

论文字数:36200论文编号:org201406261249247235语种:英语 English地区:中国价格:$ 66

关键词:商务谈判语言语用预设预设触发语功能商务英语

摘要:Based on the introduction of research background, the usage of presupposition inbusiness negotiations is hardly noticed until recent time. As we all know,presupposition is an important theory of pragmatics, and it is divided into semanticpresupposition and pragmatic presupposition.

ffairs, and in our everyday activities.Negotiation is what every human being instinctively does to trade what they haveand get what they want. It is a way that we all live by. However, we cannot be surethat man is the only negotiator. Animals also can "negotiate" with each other todistribute the food got in some cases. In fact, negotiation lies in all natural interactionsfrom the very beginning of human society. Traced back to its origin, ‘negotiation’came from the Roman word “negotisri” which was used by the ancient Romans totrade or doing business.It is undeniable that negotiation has been lying at the heart of every field ofsocial activities and human interaction since the first day it came into being. As arenowned international negotiation expert, Cohen Herbert once said in one of hisbooks: "The real world is a negotiating table, and nothing is non-negotiable." In fact,we are all participants of negotiations no matter whether you like it or not. Therefore,your negotiating ability may, to some extent, decide whether you can influence yoursurroundings and control your own life. During the process of negotiation, all theparticipants try their best to maximize their economic interests. However, theresources possessed by each enterprise and individual are limited. In order to achievesuccess and obtain long-term development, participants have to utilize each other'ssocial resources, which is why the business negotiation comes into forth. As is knownto all, business negotiation is probably the most common type of negotiation. And thestudy of business negotiation has always been paid great attention to by manyresearchers and experts from different perspectives.
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2.2 Previous Studies on Business Negotiation
Negotiators had noticed the importance of language in the whole process at thevery beginning of negotiation. Gerard I. Nierenberg is the representative of holdingthe need theory in negotiation. According to Nierenberg, you must have knowledge ofpeople, their needs and motivations, if you want to be a successful negotiator. Heproposes that means and strategies should be paid great attention to in the negotiation,during which the application of language skills is vital to the result of negotiation inThe Art of Negotiating and How to Read a Person like a Book. He also conductsstudies of agent, layout and control of negotiation from the perspectives of “theory,methods and skills”.A steady change of the approaches have been viewed in the study of businessnegotiation language during the past two decades, which means a moving from thesurface of linguistic description to a relatively more functional description oflanguage in use. Negotiators choose tactical and rational language or skills to achievetheir negotiation purposes and interaction aims. Just like Goody has claimed, “itseems that the selection of verbal forms is goal-oriented” which is always on the basisof conscious thinking.
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Chapter Three Theoretical Foundations......14
3.1 A Brief Review of Studies of Presupposition ........14
3.1.1 Philosophical Origin of Presupposition ....15
3.1.2 Semantic Presupposition.........16
3.1.3 Pragmatic Presupposition........18
3.2 Presupposition Triggers .....20
3.2.1 Presupposition Triggers on the Semantic Level....21
3.2.2 Presupposition Triggers on the Syntactical Level.......22
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