对于修辞学“修辞情境”视角下商务谈判

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摘要：随着经济的进展,全球化步伐的加速,商务谈判对经济产生的作用越来越大,如何才能使各谈判方顺利地达成共识,谈判历程中什么因素会对谈判结果产生影响,如何采取适当的谈判对策来实现利益的最大化等不足经常成为学者们探讨的热点。关于商务谈判的探讨,前人取得了不少的成就,随着跨学科探讨的进展,越来越多的学者将商务谈判与其他学科相结合。修辞学与商务谈判的结合,能够给商务谈判的探讨提供不同的视角,也能指导商务人员更好地运用谈判技能。在古希腊时期,西方修辞学的探讨核心就是劝说性的公众演说行为。随着社会生活的进展和变化,现代西方修辞学的一个显著特点就是多元化,由此现代修辞学的探讨范围日益广阔。只要有语言,就有修辞的必要。商务谈判是一个在一定的环境中通过交流和沟通来实现劝说目的的历程,由此能将修辞学运用于商务谈判的实例中进行探讨。本论文试图以现代西方修辞学的视角,将商务谈判活动视为一个修辞历程,运用西方新修辞学的“修辞情境”论述来探讨情境对商务谈判效果的影响。本论文首先对商务谈判与西方新修辞学的前人探讨进行了回顾,然后以宏观以及微观的角度对“修辞情境”论述的探讨进行了比较,认为美国修辞学比彻尔的微观“修辞情境”更适用于探讨具体的修辞活动,因而对商务谈判的具体实例可以“修辞情境”四要素的角度进行浅析。本论文将修辞情境分为急需、受众、限制、时机等四个要素,并结合修辞情境的四要素对商务谈判实例进行深入、细致的浅析。谈判者作为修辞者,首先应明确急需,急需即是各种迫切的需要应对与解决的情势,它反映了修辞行为的目的。由此,谈判者应明确谈判的目的,也就是与对方实现“同一”。谈判者还需利用受众的情感和背景,提升自身逻辑推理能力以及人格诉诸与情感诉诸的驾驭能力,在谈判历程中对情景做出恰当的反应,掌握时机,针对性地采取语言及非语言对策实现这一目的。本论文运用现代西方修辞学“修辞情境”论述,对商务谈判活动进行定性探讨。本论文以修辞学的新视角出发,通过对实例的浅析认为修辞情境论述及其探讨成果对商务谈判实践具有指导作用和借鉴作用。关键词：现代西方修辞学论文修辞情境论文商务谈判论文
本论文由www.7ctime.com,需要论文可以联系人员哦。Acknowledgements5-6
摘要6-7
Abstract7-11
Chapter 1 Introduction11-16
1.1 Significance and Aims of the Study11-13

1.2 Research Questions13

1.3 Methodology and Data Collection13-14

1.4 Structure of the Thesis14-16

Chapter 2 Literature Review16-26
2.1 An Overview of Business Negotiation16-21
2.1.1 A Brief Introduction to Business Negotiation16-17
2.

1.2 Features of Business Negotiation17-18

2.

1.3 Process of Business Negotiation18-19

2.1.4 Research on Business Negotiation at Home and Abroad19-21

2.2 An Overview of New Rhetoric21-26

2.1 Brief Background of New Rhetoric21-22

2.2 Rhetorical Situation22-26

Chapter 3 Theoretical Framework26-37
3.1 Viewing Rhetorical Situation Macroscopically26-31
3.2 Viewing Rhetorical Situation Microcoically31-37
3.2.1 The Elements of Rhetorical Situation—Exigence32-33
3.2.2 The Elements of Rhe论文导读：ounds47-504.3ConstraintsinBusinessNegotiation50-614.3.1RhetorinBusinessNegotiation51-594.3.1.1TheLogicalAppeal51-554.3.1.2TheEthicalAppeal55-574.3.1.3TheEmotionalAppeal57-594.3.2SceneinBusinessNegotiation59-614.4TiminginBusinessNegotiation61-654.4.1CaseStudy62-644.4.2Stra
torical Situation—Audience33-34
3.2.3 The Elements of Rhetorical Situation—Constraints34-35
3.2.4 The Elements of Rhetorical Situation—Timing35-37
Chapter 4 Business Negotiation by Rhetorical Situation37-71

4.1 Exigence in Business Negotiation37-43

4.

1.1 Case Analysis of Exigence38-40

4.1.2 Identification in Business Negotiation40-43

4.2 Audience in Business Negotiation43-50

4.

2.1 Emotion44-47

4.

2.2 Backgrounds47-50

4.3 Constraints in Business Negotiation50-61
4.

3.1 Rhetor in Business Negotiation51-59

4.3.

1.1 The Logical Appeal51-55

4.3.

1.2 The Ethical Appeal55-57

4.3.

1.3 The Emotional Appeal57-59

4.3.2 Scene in Business Negotiation59-61

4.4 Timing in Business Negotiation61-65

4.1 Case Study62-64

4.4.2 Strategies of Timing in Business Negotiation64-65
4.5 Language Tactics in Business Negotiation65-71

4.5.1 Verbal Tactics66-68

4.5.2 Non-verbal Tactics68-71

Chapter 5 Conclusion71-74

5.1 Findings71-72

5.2 Contribution72

5.3 Limitation72-73

5.4 Suggestions73-74

Bibpography74-78
Papers Pubpshed During the Study for M. A. Degree78