中国与津巴布韦初期商务交际的研究——两场中津企业会面的对比分析

摘要

1980年津巴布韦共和国独立，中津两国建立外交关系，自此双方务实成果丰硕，中津关系堪称中非团结合作的典范。近来，随着全球化的发展，中津之间商务往来日益频繁，但却少有研究涉及中津企业之间初期的跨文化商务交际。　　本文运用朱云霞的跨文化谈判模型对比分析一家中国企业与两家津巴布韦企业之间初次见面时的两场会谈，研究中国企业与津巴布韦企业如何运用礼貌策略，启动话步和回应话步等从相互认识开始，逐步达成共识，建立友好关系。文章还分析了行为预期，面子敏感度及交际期望等三个关键因素如何影响交际过程中人们对关系的动态评价。　　研究发现，礼貌策略及谈判话步的合理运用可促进会面的顺利进行，进而促成良好业务关系的建立，而其不恰当运用则会阻碍会面的顺利进行，不利于双方良好业务关系的建立。研究还发现，符合行为预期，照顾对方面子，促成交际目标的行为可以改善双方对彼此关系的评价，增进双方关系。

目录

声明

ACKNOWLEDGEMENTS

摘要

ABSTRACT

CONTENTS

List of Tables

List of Figures

Chapter One INTRODUCTION

1．1 Need for the Study

1．2 Significance of the Study

1．3 Structure of the Thesis

Chapter Two LITERATURE REVIEW

2．1 Politeness and face

2．2 Rapport and rapport management

2．2．1 Behavioral expectations and politeness

2．2．2 Face sensitivities

2．2．3 Interactional goals

2．3 Model of intercultural alliance for cross-cultural negotiating meetings

2．3．1 Intercultural alliance

2．3．2 Stages in cross-cultural negotiations

2．3．3 Moves and strategies

2．3．4 Model of intercultural alliances for analyzing cross-cultural negotiating meetings

Chapter Three RESEARCH METHODOLOGY

3．1 Research Questions

3．2 Data Description and Collection

3．3 Data Analysis

Chapter Four ANALYSIS AND DISCUSSION

4．1 Background information about the two initial meetings

4．2 Overview of the two initial meetings

4．3 Analysis of the Strategies and moves applied in the two initial meetings

4．3．1 Comparative analysis of the conversations with the receptionists

4．3．2 Comparative analysis of the moves and strategies applied in Stage 1

4．3．3 Comparative analysis of the moves and strategies applied in Stage 2

4．3．4 Comparative analysis of the moves and strategies applied in Stage 3

4．3．5 Comparative analysis of the moves and strategies applied in Stage 4

4．3．6 Emails after the meetings

Chapter Five CONCLUSIONS

5．1 Major findings

5．2 Limitations and suggestions for further studies

REFERENCES

个人简历 在读期间发表的学术论文与研究成果