商务英语谈判的批评性话语分析_英语论文

A Critical Discourse Analysis of Business English Negotiation

摘要

随着世界经济一体化进程的加快，国际贸易在世界经济中的地位日益重要，合作与商务谈判变得不可或缺。商务谈判主要是指在经济领域中，利益双方为了协调改善彼此的经济关系，满足贸易的需求，围绕交易条件，彼此交流磋商成交的行为过程。近年来，国内外学者从礼貌原则、合作原则和模糊语言等方面对商务英语谈判进行了大量的研究。本文主要运用批评性话语分析理论来研究商务英语谈判语言及其意义，旨在让读者了解商务谈判用语与社会意识形态的关系，让读者学会正确运用谈判技巧，掌握谈判要点，从而避免谈判中可能出现的语言陷阱。

本文分为三章。第一章概述了商务英语谈判的发展历史和研究现状。第二章简要介绍批评性话语分析的定义、发展及研究方法。第三章结合实例着重从及物性、名词化和情态词分析商务英语谈判中的词汇选择，讨论商务用语与社会意识形态的关系。通过研究，本文认为，及物性词语的使用在一定的程度上隐藏了谈判双方的权力和实力差距，有利于建立良好的合作关系；名词化的运用使谈判语言更加精炼与客观，隐藏了权力关系和谈判者的态度；中等价值的情态词是商务英语谈判的最好选择，既遵循了礼貌原则又隐藏了谈判双方的实力差距。

关键词：商务英语谈判；批评性话语分析；权力关系；意识形态

Abstract

With the acceleration of world economic integration, international trade plays an increasingly important role in the world economy. Cooperation and business negotiations have become indispensable. Business English negotiation mainly refers to the process of dealing with each other in order to improve the economic relations, meeting the demand of trade. Recently, domestic and foreign scholars have done a lot of researches on business English negotiation from the aspects of politeness principle, cooperative principle and vague language. With the theory of critical discourse analysis, this thesis mainly focuses on the language of the business English negotiation and its significance. It aims to help readers understand the relationship between business negotiation language and social ideology, mastering the skills of negotiation and the main points of negotiation, avoiding possible language pitfalls in negotiations.

This thesis includes three parts. Chapter one briefly summarizes the development history and researches of business English negotiation. Chapter two introduces the definition, development and research methods of critical discourse analysis. Chapter three focuses on the analysis of the lexical selection in business English negotiation from transitivity, nominalization and modality words, and discusses the relationship between business language and social ideology. Through the study, this thesis holds that the use of transitive words, to a certain extent, conceals the gaps of power and strength between the two sides of the negotiators, which is beneficial to the establishment of good cooperative relationship; the nominalization makes the negotiation language more refined and objective, concealing the power relationship and negotiator’s attitude; medium value modality can not only follows the politeness principle but also hides the strength gap between the two sides.

Key words: Business English Negotiation; Critical Discourse Analysis; Power Relationship; Ideology