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”
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.
出处
《湖南大学学报（社会科学版）》
2002年第1期53-57,共5页
Journal of Hunan University(Social Sciences)
关键词
谈判
言语行为
表现形式
negotiation
speech act
expressing style
