An Analysis on Discourse Motives in International Business Negotiation from the Perspective of Burke’s Dramatistic Pentad----Take American Dreams in China as an Example_英语论文

摘要

国际商务谈判是指不同利益方为达成协议或解决贸易争端，就某一条款或条件而进行的谈判活动，是国际商务活动的重要组成部分。在一场国际商务谈判中，能及时在交谈中发现对方的谈判动机有助于更好实现自己的谈判目标。同样，充分利用话语实现自己的动机也十分重要。然而，目前关于在国际商务谈判中谈判人员话语动机的研究并不常见。因此，本文运用伯克的戏剧五要素理论，结合国际商务谈判的策略，对电影《中国合伙人》中的中美谈判片段进行话语分析，旨在揭示谈判语篇中谈判者的动机和目的，探讨如何通过五要素和关系比的运用实现谈判目标。

关键词：戏剧五要素  话语动机  国际商务谈判

Abstract

International business negotiation refers to the process in which different interests (e.g governments and enterprises) negotiate various terms or conditions in order to achieve a transaction or resolve a trade conflict in international business. It is an important part of international business activities. It is beneficial for negotiators to timely find out other party’s negotiating motives during the talks; at the same time, it is necessary for them to make full use of the discourses to achieve their motives. However, studies on discourse motives in international business negotiation have been quite limited. Based on the perspective of Burke’s dramatistic pentad, this paper makes a discourse analysis of the Sino-US negotiation fragment in the film called American Dreams in China aiming to figure out negotiators’ negotiating motives and explore how to achieve negotiating goals through the use of the pentad and ratios.

Key words: dramatistic pentad  discourse motives  international business negotiation

Contents

Chapter One  Introduction 1

1.1  Research Background 1

1.2  Significance of This Thesis 2

1.3  Purpose of the Thesis 3

1.4  Structure of the Thesis 4

Chapter Two  Literature Review 6

2.1  Previous Studies on Discourse Motives 6

2.2  Previous Studies on American Dreams in China 8

2.3  Summary 10

Chapter Three  Theoretical Framework 11

3.1  Burke’s Dramatistic Pentad and Ratios 11

3.2  International Business Negotiation 13

Chapter Four  Analysis on Discourse Motives in International Business Negotiation 16

4.1  An Introduction to the Negotiation Fragment 16

4.2  Pentadic Analysis in Burke’s Dramatism 16

4.3  Pentadic Analysis of Negotiating Conversations 18

Chapter Five  Conclusion 24

5.1  Summary 24

5.2  Implication 24

Bibliography

Acknowledgements