从人际功能角度剖析商务谈判会话中的权势关系

Analysis of Power Relations in Business Negotiation from the Perspectives of Interpersonal Function

从系统功能语法的人际功能角度出发,采取定量和定性分析方法,对商务谈判的会话进行分析,结果表明,在谈判中,买方处于主导地位,卖方处于从属地位,这种地位差异通过不同的语言手段得以体现。买卖双方语言手段的明显差别直接映射出双方在谈判过程中的权势差异,也说明了语言运用中确实存在着权势的不平衡现象。但是,如果语境发生变化,比如买卖双方的合作意图消失、谈判破裂、买卖关系终止等,上述结果都会发生变化,买方与卖方之间的权势关系也随之消失。

From the angle of interpersonal function in systemic functional grammar,this paper exam-ines business negotiation discourses in the aspects of mood and modality.Through a quantitative and quali-tative analysis of linguistic data,this paper finds that there exist unbalanced power relations between buyers and sellers.The buyers are dominant while sellers are subordinate in the process of negotiation.Their different status is manifested by different linguistic features.However,if the context changes,such as both the cooperation intention disappear,the breakdown of negotiations and the termination of trading relation-ship,the results will change as well as power relations between the buyer and seller will disappear.