商务谈判中低调陈述话语现象的权力顺应性

Understatement as an Adaptation to Power in Business Negotiation

基于Verschueren的顺应理论以及French & Raven的社会权力基础理论,通过对商务谈判话语中的低调陈述这一话语现象的分析,研究谈判过程中各种相关的权力因素,揭示低调陈述的权力顺应这一形式,即低调陈述语言使用的顺应性能有效地制约谈判过程的各种权力以完成既定的谈判目的,从而实现利益的最大化。

Based on Verschueren's Adaptation Theory and French & Raven's The Bases of Social Power,the author posited that the use of understatement in business negotiation is a strategy of adaptation to power and analyzed some related types of powers during business negotiation.The use of understatement is a process of dynamic adaptation to each type of power to achieve each side's goals and to maximize their economic interests.