商务场合冲突语语用学案例分析Word文档格式.docx
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商务场合冲突语语用学案例分析Word文档格式.docx
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APragmaticStudyCaseofConflictDiscourse
intheBusinessContexts
Abstract
Asacommonandcomplexspeechevent,discourseconflictisnotonlynaturalandinevitableinourlife.Conflictdiscourse,asalanguagewithobviousinterpersonalcharacteristics,hasbothconstructiveanddestructiveaspects.Ifproperlyhandled,itplaysaverypositiveroleinmanyaspects,suchasthechangeofbehaviorconsciousness,thesolutionofproblems,theformulationofdecisions,theresolutionofcontradictions,theachievementofcooperation,thedevelopmentofinterpersonalrelations,etc.Therefore,inbusinesssituations,itisveryimportantforbusinesspeopletounderstandconflictdiscoursestrategiesandtoestablishcooperativerelationswiththeirownnegotiationskillstoachievethegoalofwin-wincooperation.
Thispaperisdividedintofourchapters,thefirstchapteroftheteamconflictdiscourseisbrieflyintroduced.Thesecondchapterexpoundsthecasesofdifferentbusinesssituationsandinterspersedwithdetailedanalysis.Thethirdchaptersumsupfivekindsofmeansofnegotiationandsettlementofconflicts,namely,explanatory,conciliatory,suggestion,compromiseandtransferoftopic,whichisintendedtosupplementandperfecttheresearchofexistingconflictdiscourse,understandhowtoavoid,alleviateandeliminatediscourseconflictseffectively,andprovidesomeenlightenmentforresolvingcontradictions,improvingrelationsandpromotingbusiness.
Thispapertakesdiscourseanalysisandpragmaticsasthetheoreticalframework,mainlyadoptstheempiricalresearchmethod,accordingtothecollectednaturalcorpus,carriesonthesystematicpragmaticresearchtotheconflictdiscourse.Toacertainextent,itprovidessometheoreticalandpracticalguidancetobusinesspersonne.
Keywords:
businesssituation;
conflictdiscourse;
caseanalysis;
negotiationstrategy
商务场合冲突语语用学案例分析
摘要
话语冲突作为人们在商务场合中普遍而又复杂的言语事件,不仅是我们生活中自然发生的、不可避免的。
冲突话语作为一种人际特征极其明显的语体,它既有建设性一面,也有破坏性一面。
如果处理得当,它对行为意识的改变、问题的解决、决策的制定、矛盾的化解、合作的达成、人际关系的发展等诸多方面起着十分积极的作用;
因此,在商务场合中,商务人员了解冲突话语语用策略,并结合自己的谈判技巧去建立合作关系,达到合作共赢的目的,显得尤为重要。
本文共分为四章,第一章队冲突话语的进行了简单介绍。
第二章对不同的商务场合案例进行阐述,并在其中穿插了详细的分析,第三章归纳出了五种冲突的协商解决手段,即解释型、安抚型、建议型、妥协让步式、转移话题式,意在对现有冲突话语的研究作出补充和完善,了解如何有效地避免、缓解、消除话语冲突,为化解矛盾、改善关系、促进商务达成提供一些启示。
有些逗号不是中文逗号,用查找和替换全部改好
本文以话语分析、语用学为理论框架,主要采用实证的研究方法,根据收集的自然语料,对冲突话语展开了系统的语用研究,在一定程度上,给商务人员提供了某些理论指导和实际操作指南。
关键词:
业务情况;
冲突话语;
案例分析;
谈判策略
Contents
Acknowledgements………………………………………………………………………..….i
Abstract……………………………………………………………………………….….…..ii
摘要…………………….………………………………………………………………….....iii
Introduction………………………………………………………………….…….………...1
1.ASketchofConflictDiscourse……………………………………..................……….....2
1.1DefinitionofConflictDiscourse………………………………………........…..............3
1.2MechanismofConflictDiscourse……….……………………………………………....4
1.3ConstructionofConflictDiscourse…….……………………………………………......5
1.4ConnotationandCharacteristicsofConflictDiscourse…………………………............6
2.CasestudyofConflictDiscourseinBusinessContexts....………………..……...…......7
2.1ConflictCasesinBusinessContexts..............................................................…………...7
2.2ConflictDiscourseManagement...................................................……..……………..…9
3.ConsultationMechanismandStrategyinConflictDiscourseCases…………...…......13
Conclusion……………………………………………….………..…………………..…….19
Bibliography…..……………………………………………………………………...….….22
APragmaticStudyCaseofConflictDiscourse
intheBusinessContexts
Introduction
Inbusinesssituations,peoplebuild,developandconsolidatecertaincooperativerelationshipsthroughverbalcommunication.However,duetothedifferencesofideas,personality,attitudeandposition,discoursenon-cooperationoccursfrequentlyintheprocessofcommunication,andthenconflictdiscourseoccurs.Conflictdiscourseisaverygeneralconcept.Narrowsenseofdiscourseconflictreferstoaspeechact,suchasdisapprovaldisagreeing,opposing,etc.Thegeneralizeddiscourseconflictcanrefertoaspeechevent,suchasarguing,quarreling,squabbling,etc.Whetherinanarrowsenseorinabroadsense,conflictingdiscoursehasacommonfeature,thatis,onesideofthediscourseandtheothersideofthediscourseconflict,thisconflictismanifestedinthecommunicationofonesideagainsttheothersideofthewords,behaviororviews,andthenproducediscourseconflict.thisoftenleadstocommunicationdisruption,whichbecomesamajorobstacletosuccessfulcommunicationandharmoniousinterpersonalrelationships.
Oppositionandincompatibilityaretypicalfeaturesofconflictdiscourse.However,intheprocessofactualcommunication,thetwosidesofcommunicationarenotalwaystit-for-tat.Theremaybetwosituationsafteronesidecausesconflictdiscourse:
oneisthattheothersidemakesaconflictresponse,intensifiestheoppositionbetweenthetwosides,intensifiesandescalatestheconflict;
theothersidemakesapalliativeresponsewiththeintentionofweakeningorresolvingtheconflict.Theformerbringsnegativeeffectsoncooperativerelations,widensthedistancebetweenthetwosidesanddestroysinterpersonalharmony,whilethelatterhasapositiveeffectoncooperativerelations,whichisconducivetoresolveconflicts,improveandreachagreements.Basedonthecollecteddataandcases,conversationalanalysisandspeechacttheory,thispaperattemptstosumupthemeansofnegotiationandsettlementofconflictbetweenthetwopartiesinconflictspeechevents.
1.ASketchofConflictDiscourse
Discourseconflictisacommonandcomplexphenomenonoflanguageandsocialculture.ManyChineseandforeignscholarshavestudieditfromdifferentanglesandachievedfruitfulresults.Conflictlanguageisregardedasanegativespeechactintheearlystageandhasnotreceivedenoughattentionfromlanguageresearchers.Inthe1970sand1980s,withthedevelopmentofconversationalanalysis,moreandmoreresearchersbegantostudyconflictdiscourseindifferentscenarios.Thestudyofthelanguagephenomenonofconflictlanguagebeganwiththeattentionofchildren.Nowadays,conflictlanguagehasbecomeacommonresearchobjectinpsycholinguistics,sociolinguistics,cognitivelinguistics,conversationalanalysis,pragmaticsandsoon.Thecurrentresearchscopehasgraduallyexpandedtoinstitutionaldiscourse,suchascourtconflict,congressionaldebate,businesscommunicationandsoon.Tosumup,theexistingstudiesshowthefollowingcharacteristics:
thestudyofconflictdiscourseisstilldominatedbydailyconversation,andthestudyofconflictdiscourseininstitutionaldiscoursesuchasbusinesscommunicationisrelativelyfew.Entrepreneursplayanimportantroleinthesurvivalanddevelopmentofenterprises.Thispaperfocusesonconversationalconflictmanagementinbusinesssituationsanddiscussestheconstructionofdifferentcharactersinbusinesssituations,whichhasstrongpracticalsignificance.
1.1DefinitionofConflictDiscourse
Beforedefiningtheconceptofconflictdiscourse,wemustfirstclarifywhatconflictis.Therearedifferentprinciplesandbackgroundsbetweendifferentgroupsandindividuals,whichwillinevitablyproduceconflictsandargumentsdrivenbytheirrespectiveinterestsandpurposes.Accordingtotheclassificationcriteriaofconflictdiscourse,itcanbedividedintosituationalconflict,thematicconflictandmodeconflict.Socialconflictandvalueconflictandothermacroattributesbelongtothematicconflict.Familyconflict,personalconflictandorganizationalconflictaresituationalconflicts.Theobjectofthispaperbelongstotheconflictofoccurrencemode,thatis,speechconflict.Conflictdiscourseisthatintheprocessofinterpersonalcommunication,theoppositionandincompatibilitybetweenthepartiestothefocusoftheproblem,relyingonlanguageformsandbehaviorstrategiestoreflectdifferences,withexclusion,negativeandintervention.
Sowhatisconflictdiscourse?
Grimshawcallconflictdiscoursetheconflicttalk"
EisenbergandGarveycallconflictdiscourseadversativeepisode"
Krainernamedconflictdiscourseverbaldiscord"
Schiffrincallconflictdiscoursetheoppositionalargument"
.Nomatterwhatterminologyisusedtonameconflictdiscourse,Theyallshareplaces,Thatis,onewordconflictswiththeother,Thisconflictismanifestedintheoppositionofonepartytotheother'
swords,deeds,ordifferencesofopinionbetweenthetwopartiesin
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- 关 键 词:
- 商务 场合 冲突 语语用学 案例 分析