Foreword 前言 Abstract Chapter1 Introduction 1.1 The Social Background 1.2 The Research Background 1.3 Research Objectives 1.4 The Rationale of the Study 1.5 Summary Chapter2 Literature Review and Descriptive Framework 2.1 Relevant Research on Business Negotiations 2.1.1 Definition of Negotiation 2.1.2 Current Discourse Studies of Business Negotiations 2.1.3 Current Studies of Interpersonal Communication 2.2 Relevant Studies of Negotiation Structure and Patterns 2.2.1 Prescriptive and Descriptive Models 2.2.2 Social Conversational Structure and Speech Elements 2.3 Negotiation Language and Culture 2.3.1 Business Negotiation Language 2.3.2 Politeness in Communication 2.3.3 Chinese Business Contexts 2.4 Summary Chapter3 Research Scope and Methodology 3.1 Introduction 3.2 Research Scope 3.3 Research Methodology 3.3.1 The Data and Transcription Conventions 3.3.2 Subject Selection and Recording Procedures 3.3.3 Analysis Procedure 3.4 The Division of Interpersonal Relationships in Business Negotiations 3.5 Summary Chapter4 The Structure of Interpersonal Business Negotiations 4.1 Introduction 4.2 The Global Structure of Business Negotiations 4.2.1 Opening Stage 4.2.2 Negotiating Stage 4.2.3 Closing Stage 4.3 The Conversational Structure of Business Negotiations 4.4 The Impact of Interpersonal Relationship on Business Negotiations 4.5 Summary Chapter5 Requests and Politeness Strategies in Business Negotiations 5.1 Introduction 5.2 Requests and Politeness Strategy 5.2.1 Requests and Politeness Strategies in Business Negotiations 5.3 Generic Preference for Business Requests and Politeness Strategies 5.3.1 General Distribution of Politeness Strategies in Business Requests 5.3.2 Interpersonal Variation in Request Strategies and Politeness 5.4 The Impact of Interpersonal Relationship on Business Requests and Interpersonal Politeness System 5.5 Summary Chapter6 Metaphors as Politeness Strategies in Business Negotiations 6.1 Introduction 6.2 Metaphors as Politeness Strategies 6.2.1 FTAs 6.2.2 Metaphors as Politeness Strategies in FTAs 6.2.3 Linguistic Realizations of Metaphorical Expression in FTAs 6.2.4 Distribution of Metaphors in Business Negotiations 6.3 Negotiators'Generic Preferences for Metaphors in Business Negotiations 6.3.1 Metaphors Used by the BS Group 6.3.2 Metaphors Used by the BF Group 6.3.3 Metaphors Used by the BP Group 6.4 The Impact of Interpersonal Relationship on Metaphors in FTAs 6.5 Summary Chapter7 Conclusion 7.1 Introduction 7.2 Summary of the Key Findings 7.3 A Cultural Perspective on Conversational Structure 7.4 A Cultural Perspective on Request 7.5 A Cultural Perspective on Metaphor 7.6 A Cultural Perspective on Interpersonal Business Communication 7.7 Significance 7.8 Limitations 7.9 Summary References
京公网安备 11010102004214号