商务英语谈判中买方身份建构的顺应性研究_英语论文

Constructing Buyers’ Identities in the Business English Negotiation Based on the Adaption Theory

摘要

对于商务英语谈判已有的研究主要从谈判行为、谈判策略、中美间谈判及谈判结果等角度展开，鲜有涉及谈判参与人身份的研究。

本文以顺应论为理论基础，对商务英语谈判中买方的身份建构进行了研究。研究发现，买方在商务英语谈判中为争取最大利益，主要建构了亲密朋友的身份、老搭档的身份、公司代表的身份和竞争者的身份，这是顺应了谈判的不同时段、谈判对象的不同及市场环境变化的结果。

本研究对于买方在商务英语谈判中顺应特定的谈判场景、选择建构合适的身份、促进谈判成功，和争取利益最大化具有一定的积极意义。同时，本研究对于商务英语教学也有一定的启示。

关键词：商务英语谈判；买方；身份建构；顺应分析 

Abstract

There are many researches on the business English negotiation, including studying the negotiating behavior, the negotiating strategies, the negotiation between America and China and the negotiating outcomes. However, previous researches lie in lacking the study on the identities of the negotiating parties.

The thesis will study the identities constructed by the buyers in the business English negotiation based on the adaption theory. It finds that the buyers mainly construct the identities of the close friends, the old partners, the representatives and the competitors in order to pursue the great profits, which are the results of adapting to the different negotiating periods, and the negotiating parties.

The study is very important for the buyers to promote the success of the negotiation and pursue the great profits by guiding them to construct proper identities according to different occasions. At the same time, the thesis in some degree can deepen the study on the identities constructed by the buyers in the business English negotiation, which is helpful to teach the business English.

Key words:  business English negotiation  buyers  identity construction  adaptive analysis

Contents

Acknowledgments I

Abstract II

摘要 III

Chapter One Introduction 1

  1.1 Introduction to Identity Construction 1

  1.2 Reasons for the Study 1

  1.3 Significance of the Study 2

  1.4 Structure of This Thesis 2

Chapter Two Previous Studies on Business English Negotiation 3

  2.1 Negotiating Behavior 3

  2.2 Negotiating Strategies 3

  2.3 Negotiation Between America and China 3

  2.4 Negotiating Outcomes 4

Chapter Three Identity Construction in Business English Negotiation 5

  3.1 Introduction to the Adaption Theory 5

  3.2 Constructed Buyers’ Identities 5

    3.2.1 Close Friends 5

    3.2.2 Old partners 7

    3.2.3 Representatives 8

    3.2.4 Competitors 9

  3.3 Motivation of Identity Construction 10

Chapter Four Conclusions 13

  4.1 Findings 13

  4.2 Limitations 13

References 14