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onthestrategiesofpolitelanguageinbusinessnegotiation(編輯修改稿)

2025-06-11 23:14 本頁面
 

【文章內容簡介】 ”. Accordingly, the materials of negotiation are in the main utterance according to Schazki suggests. In the following part, polite language, especially polite utterance, is fathomed from the pragmatic angle. Polite language generally plies with the polite principles, and shows the speaker’s polite acts to others, such as friendliness, esteem, saving other’s face, etc. So it’s important for negotiators to control polite strategies—vagueness, euphemism, understatement and pliments. They will work on business negotiation. VaguenessEverything has two sides, so does vague language. “Vagueness speech is neither too ‘bad’ nor too ‘good’, what the matter is that speech is used appropriately.” (Channell, 2000). As the inherent property, vagueness may have strong impacts on people’s munication. People pay more and more attention to the understanding and application of vague language. Vague language plays a positive role in business negotiation. It can be often used as a kind of polite strategies. During the process of munication, people would like to save mutual faces. In business negotiation, vague speech not only ameliorates the negotiating climate, but also can make people know the other’s real intentions. It can be seen from the following examples. (8) A: Well, I hope you have found a way of considering my counteroffer. B: I certainly have the will, but I wonder if I have found the way①. We spent time trying out various ways in an attempt to meet your counteroffer. The best we could do is reducing our price by $10. And I should think we could strike a deal at $310.A: I do appreciate the effort you are towards reaching an agreement, but frankly speaking, the gap between your price and mine is still enormous②. I really don’t see how we can go above $290.B: Sorry, we may not be able to see anything near that price③. A: That would be a pity, indeed. B: One thing I want to make clear is whether the quantity you ordered can be bigger. A: If that is the question, then the answer is yes④. I would order 300 bales more.B: Then the price will be US $295 per bale, CIF Sydney. There are many vague words in the above. It is the recountering offer’s negotiation. Both of them want to protect their benefits. In business negotiation, it is impossible for negotiators to force others to reach an agreement. Therefore, they must leave some leeway to each other so that they can change their positions or standpoints without loss of their face. From the conversation, it can be found that their wordings are full of skill. In negotiation A and B don’t want to destroy the negotiation, so they have to keep polite. It can be found that their words are connected with the polite speeches which are ingenious. From ① and ②, both of them try to avoid directly expressing their disagreement because of using “certainly…, but…” “do…, but…”. As a result, negotiation can go smoothly. In sentence③, B skillfully uses “may” to express vague meaning. It indicts there still have some room to discuss. A preferably uses sentence ④ instead of “of course”. A not only saves B’ face, but also leaves some negotiating room for him. It is making B sure that A has sincerity to cooperate with him.In the international business negotiation, sometimes because of some reasons, the negotiators don’t want to tell their real intentions。 they will choose to use understatement to save mutual faces. For example:(9) A: I am afraid that the proposal you put forward just now isn’t up too much. B: Your presentation makes me feel a little too—you know what I mean.In (9), “isn’t up too much” “you know what I mean” are vagueness. They contain many meanings, so the hearer can understand them flexible. At the same time, using vagueness can expand the amount of information. It means indefinable can promote negotiating efficiency. For example:(10) A: No doubt, yours is of a high quality, but still there is keen petition.B: So far our modities have stood the petition well.A: But I’m afraid we’ll have a hard time convincing our clients at your price.B: To be frank with you, if it weren’t for our good relations, we wouldn’t consider making you a firm offer at first price.In (10), it seems that A wants to refuses B’s offer, so B has to leave some room for his counteroffer. If B uses the word “on the top” instead of “well”, the agreement is hard to reach, and A sinks into a dilemma. The vague words “a hard time” make a fa231。ade for the speaker. He can save his face for fear of embarrassment of denial. Using vague words can save both parties’ negative faces.(11)A: I’ve agreed to promise and meet your $2,800 price, so we’ve got a deal. Right?B: As for as I’m concerned we do. But first, of course, I have to check with my boss.Sometimes it can be a big advantage in negotiation to be murky. Whether B really did have to check with his boss, we do not know. But he gave himself some more time to consider the deal. At least, he took this as an excuse to refuse the opponent without hurting mutual face. Euphemistic presentationEuphemism is defined in the New Edition of the Oxford Concise Dictionary (1976) as “substitution of mild or vague or roundabout expression for harsh or direct one。 expression thus substituted”. Euphemism may serve for fear of taboos or for some political disguise such as the substitution of “pacification” for “bombing, burning and imprisonment”, etc. But the prominent purpose is for fear of hurting other people’s feelings. According to Leech’s polite principle and its scale, what is said is a cost to the hearer, the speaker should express indirectly and mildly. The more cost there is to the hearer, the more indirect the words are. Moreover, euphemism also accords with Brown and Levinson’s theory of face work. When there is a facethreatening act to the hearer’s negative face, the speaker should take a negative polite strategy. In business negotiation, there are many times when Euphemism is often
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