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1、 编 号： 硕士学位论文硕士学位论文 题 目： A Study of Interpersonal Meaning in International Business Negotiation From the Perspective of Appraisal Theory 评价理论视角下国际商务谈判的人际意义研究 培 养 单 位： 外国语学院 专 业 名 称： 外国语言学及应用语言学 指 导 教 师： 张蓉 研 究 生： 杨佳音 完 成 时 间： 2014 年 5 月 30 日 沈阳师范大学研究生处制类 别 全日制研究生 教育硕士 同等学力 i Acknowledgements I would
2、like avail myself of this opportunity to show my gratitude to all the professors and friends who gave me help directly and indirectly during the production of the thesis. First of all, I am greatly indebted to my supervisor Ms. Zhang Rong. In the past years, she not only gave me patient guidance and
3、 constant encouragements of my post graduate study, but also gave me constructive suggestions and careful revisions of my thesis. Furthermore, I would also like to express my grateful feeling to all the professors who read my thesis and give useful suggestions, which benefit me a lot. Finally, I ext
4、end my gratitude to my lovely classmates. In my post graduate life, they also helped me a lot. I wish them have a bright future. ii Abstract As a new development of interpersonal meaning within the framework of Systematic Functional Linguistics (SFL), Appraisal Theory was put forward by J. R. Martin
5、 in the 1920s. Generally, the application of Appraisal Theory is always confined to the field of discourse analysis, translation analysis and so on. The study of interpersonal meaning is always confined to the field of SFL. To compare with Hallidays metafunctions, Appraisal Theory focuses more on th
6、e semantic evaluation of discourse. In other words, Appraisal Theory explores the ways people use evaluative resources to realize interpersonal meaning. International business negotiation is regarded as the central part of trade and business. Business negotiation provides the link for goods or servi
7、ces trading. It is important for negotiators to establish a good relationship and achieve business goal of gaining benefit through business negotiation. Therefore, interpersonal meanings are embodied in the conversation between negotiators. In this thesis, the realization of interpersonal meaning in
8、 international business negotiation is analyzed within the framework of Appraisal Theory. Some conversations selected from business negotiation will be analyzed in detail. The present study aims to provide a new perspective of the application of Appraisal Theory and the way of exploring interpersona
9、l meaning. Through the analysis of appraisal resources in these conversations, the thesis aims to solve three research questions: the distribution features of appraisal resources; how interpersonal meaning iii is realized through appraisal resources in international business negotiation; how various
10、 appraisal resources are applied to realize various interpersonal meanings. The present thesis consists of five chapters. Chapter One is a general introduction of the thesis. In this chapter, the research background, the significance of the present research and thesis structure will be introduced. C
11、hapter Two is going to have a literature review of present study and some key definitions. In addition, it also provides previous study on interpersonal meaning in both China and abroad, some other linguistics study on business negotiation. Chapter Three aims to present the theoretical framework whi
12、ch will serve for the analysis in Chapter Four. In this chapter, Appraisal Theory will be explained in detail, and the relation between interpersonal meaning and appraisal resources will also be explained. Moreover, research questions and data collections will also be included. Chapter Four is the c
13、ore part of the thesis. In this chapter, a detailed analysis of the realization of interpersonal meaning in international business negotiation will be presented. The frequency and percentage of appraisal resources which are employed to realize interpersonal meaning will also be provided and explaine
14、d, which can give the answer to the research questions. Chapter Five is a conclusive chapter. In this part, the author tends to illustrate some major findings which are based on the analysis in Chapter Four. Furthermore, there are also some implications, limitations and suggestions which will also b
15、e presented in this chapter. Key Words: interpersonal meaning, Appraisal Theory, international business negotiation iv 摘摘 要要 J. R. Martin 在十九世纪二十年代提出了评价系统理论。该理论是系统功能语言学框架下， 人际意义研究的一个新发展。 通常， 评价理论多应用于语篇分析，翻译研究等领域。人际意义的研究也多局限于系统功能理论的视角。与韩礼德的元功能相比，评价理论更关注对语篇赋值语义的研究。换句话说，评价理论注重探索人们使用评价资源实现人际意义的方式。 随着世界全
16、球的发展，国际商务谈判成为了经贸领域的核心组成部分。商务谈判为建立商品和服务贸易往来提供了桥梁。 因此谈判者要建立良好的互动关系并实现商业获利的目标。 商务谈判被赋予了丰富的人际意义， 并值得深入研究。 本文基于评价理论对国际商务谈判中的人际意义进行分析。从摘选的商务谈判中选取了一些对话进行详细地研究。 本文的研究意在为评价理论的应用和实现人际意义的方式方面带来新的视角。通过对选取的商务谈判对话的研究，我们可以看到评价资源是如何在国际商务谈判中实现了人际意义， 评价资源在商务谈判过程中的分布特征， 以及谈判者是如何通过使用不同的评价资源来实现不同的人际意义的。 本文共五章。第一章是论文的大致介绍，包括研究背景，本文的研究重点，以及论文的结构。第二章是对论文的文献回顾并包括一些重要的概念。此外，这一章也将介绍之前国内国外对于人际意义的研究和其他语言学领域对于商务谈判的研究。第三章是介绍论文的理论框架。在这一章里主要介绍评价理论和其子系统的具体内容
