商务英语谈判中买方身份建构的顺应性研究_英语论文.docx

资料分类:英语论文 上传会员:小猪猪 更新时间:2017-11-22
需要金币1000 个金币 资料包括:完整论文 下载论文
转换比率:金额 X 10=金币数量, 例100元=1000金币 论文字数:6255
折扣与优惠:团购最低可5折优惠 - 了解详情 论文格式:Word格式(*.doc)

Contents

Acknowledgments

Abstract

摘要

Chapter One Introduction-1

  1.1 Introduction to Identity Construction-1

  1.2 Reasons for the Study-1

  1.3 Significance of the Study-2

  1.4 Structure of This Thesis-2

Chapter Two Previous Studies on Business English Negotiation-3

  2.1 Negotiating Behavior-3

  2.2 Negotiating Strategies-3

  2.3 Negotiation Between America and China-3

  2.4 Negotiating Outcomes-4

Chapter Three Identity Construction in Business English Negotiation-5

  3.1 Introduction to the Adaption Theory-5

  3.2 Constructed Buyers’ Identities-5

    3.2.1 Close Friends-5

    3.2.2 Old partners-7

    3.2.3 Representatives-8

    3.2.4 Competitors-9

  3.3 Motivation of Identity Construction-10

Chapter Four Conclusions-13

  4.1 Findings-13

  4.2 Limitations-13

References-14

 

Abstract

 

There are many researches on the business English negotiation, including studying the negotiating behavior, the negotiating strategies, the negotiation between America and China and the negotiating outcomes. However, previous researches lie in lacking the study on the identities of the negotiating parties.

The thesis will study the identities constructed by the buyers in the business English negotiation based on the adaption theory. It finds that the buyers mainly construct the identities of the close friends, the old partners, the representatives and the competitors in order to pursue the great profits, which are the results of adapting to the different negotiating periods, and the negotiating parties.

The study is very important for the buyers to promote the success of the negotiation and pursue the great profits by guiding them to construct proper identities according to different occasions. At the same time, the thesis in some degree can deepen the study on the identities constructed by the buyers in the business English negotiation, which is helpful to teach the business English.

 

Key words:  business English negotiation  buyers  identity construction  adaptive analysis

相关论文资料:
最新评论
上传会员 小猪猪 对本文的描述:本文以顺应论为理论基础,对商务英语谈判中买方的身份建构进行了研究。研究发现,买方在商务英语谈判中为争取最大利益,主要建构了亲密朋友的身份、老搭档的身份、公司代表的......
发表评论 (我们特别支持正能量传递,您的参与就是我们最好的动力)
注册会员后发表精彩评论奖励积分,积分可以换金币,用于下载需要金币的原创资料。
您的昵称: 验证码: