商务谈判中的威胁及回应策略——以电视剧《点金胜手》为例

The Strategy of Treats and Treat Responses in Business Negotiation

商务谈判实质上是通过语言进行的经济活动。为了在发生利益冲突时占据上风,谈判双方需要通过使用恰当的策略来实现这一目的,而威胁便是商务谈判中至关重要的语用策略之一。以不礼貌理论为基础,结合电视剧《点金胜手》中的语料实例,运用Spencer-Oatey的人际关系管理理论和相邻对概念分析总结出商务谈判中发出威胁语的三种实现模式和威胁回应语的四种类型及特点,研究发现威胁语和部分威胁回应语实现时常伴随着对面子和权势的攻击,而威胁回应语则反映了不同的和谐取向,是商务谈判中重要的人际调节方法。

The business negotiation is an economic activity realized by the means of language. In order to occupy the upper hand in negotiations, two or more parties with conflict interests can only achieve this goal by applying appropriate pragmatic strategies,in which threat features prominently among them. Based on the theoretical framework of impoliteness and dialogues from TV series, this article summarizes three realization modes of threat speech act as well as four categories of threat response by employing Spencer-Oatey＇s rapport management theory and the concept of adjacent pairs. Finding shows that threats are used purposefully as a kind of impolite strategy to attack the addressee＇s face and right while threat responses reflecting different rapport orientations can be applied to adjust interpersonal relationship.