| 谈判言语行为研究 |
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| 引用本文： | 陶明星.谈判言语行为研究[J].湖南大学学报(社会科学版),2002,16(1):53-57. |
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| 作者姓名： | 陶明星 |
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| 作者单位： | 湖南大学,外国语学院,湖南,长沙,410082 |
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| 摘 要： | 以言语行为理论为基础 ,讨论了跨文化谈判各阶段言语行为的构成 ,即概说导入、明示需求、讨价还价、打破僵局、妥协让步以及达成协议等阶段的言语行为。探讨了谈判言语行为的表现形式 ,特别是谈判言语行为的间接表现手段 :如开门见好技巧、从积极处进言技巧、“夹心面包”技巧及以对方利益为重的技巧
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| 关 键 词： | 谈判 言语行为 表现形式 |
| 文章编号： | 1008-1763(2001)04-0053-05 |
| 修稿时间： | 2001年6月14日 |
On Speech Acts in Negotiation |
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| TAO Ming,xing.On Speech Acts in Negotiation[J].Journal of Hunan University(Social Sciences),2002,16(1):53-57. |
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| Authors: | TAO Ming xing |
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| Abstract: | Based on speech act theory, this paper mainly discusses the composition and expression of speech acts at different stages of negotiation, namely speech acts in gracefully starting, persuasively subject turning, tactfully bargaining, deadlock breaking, rationally concession and successfully agreement conclusion. The paper also discusses the expressing styles of speech acts in negotiation, especially the indirect expression of negotiation speech acts such as buff opening, positive expressing,"sandwich" and "you" attitude techniques. |
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| Keywords: | negotiation speech act expressing style |
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