A Study of Interpersonal Pragmatics in Business English Negotiation Conversations
The study is based on Spencer Oatey's relationship management theory and conducts a qualitative analysis of 20 interna-tional business English negotiation conversations.Research has found that both negotiating parties use various pragmatic strategies to main-tain and enhance their relationship,mainly including face management,rights and obligations management,and interactive goal manage-ment.Face management involves both positive and negative face maintenance,the management of rights and obligations is reflected in the adjustment of power distance and the maintenance of fairness,interactive goal management includes task oriented and relationship oriented strategies.Successful negotiators are able to flexibly adjust their English expression based on cultural background and negotiation process,using an average of 7.5 different strategies.The research results provide theoretical guidance and practical inspiration for improving the effi-ciency of international business English negotiations,as well as empirical basis for business English teaching and cross-cultural communi-cation training.
business negotiationinterpersonal pragmaticsrelationship management theoryface managementrights and obligations management
NETL
NSTL
万方数据
