Interactional-Sociolinguistic Analysis of the Dynamics of Power and Solidarity in German– Lithuanian Business Negotiations

Q3 Arts and Humanities
Gintarė Gelūnaitė-Malinauskienė
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引用次数: 0

Abstract

Summary The article analyses German-Lithuanian business negotiations in the English language, focusing on questions of the dynamics of power and solidarity (Tannen, 1993, 1995), realized through various politeness strategies (Brown & Levinson, 1987). In the evaluation of the audio material and the determination of the type of conversation as “business negotiation”, it has been assumed that this is a communication situation in which the participants want to make an agreement based on different or identical objectives (Wagner, 1995). In the first phase of the analysis, the excerpts of the discussions were selected to determine which goal is being pursued by the participants. In the next phase, the politeness strategies used by the participants are explained to determine how the dynamics of power and solidarity arise locally and which intentions are thereby realized by the participants or what special purpose the local dynamics serve against the background of the general discussion goal. The exemplary analysis refers to the theoretical-methodological approaches of Gumperz, Brown, and Levinson as well as Tannen, whereby special importance is given to the studies that deal with the politeness strategies with regard to the generation of the dynamics of power and solidarity in institutional interaction, especially from the point of view of conversational analysis (Kulbayeva, 2020; Zhuang & Huang, 2020). The results of the analysis could be helpful for learners and teachers of a foreign language, especially if they are interested in intercultural business communication and teaching language for specific purposes and want to deal with authentic material.
德国-立陶宛商业谈判中权力和团结动态的互动社会语言学分析
摘要本文分析了英语中的德国-立陶宛商务谈判,重点讨论了通过各种礼貌策略实现的权力和团结的动态问题(Tannen,19931995)(Brown&Levinson,1987)。在评估音频材料和将对话类型确定为“商业谈判”时,假设这是一种沟通情况,参与者希望基于不同或相同的目标达成协议(Wagner,1995)。在分析的第一阶段,选择了讨论的摘录,以确定参与者正在追求的目标。在下一阶段,将解释参与者使用的礼貌策略,以确定权力和团结的动力是如何在当地产生的,参与者由此实现了哪些意图,或者在一般讨论目标的背景下,当地动力有什么特殊目的。示例性分析参考了Gumperz、Brown和Levinson以及Tannen的理论方法论方法,其中特别重视对礼貌策略的研究,这些策略涉及在制度互动中产生权力和团结的动力,尤其是从会话分析的角度(Kulbayeva,2020;庄和黄,2020)。分析结果可能有助于外语学习者和教师,特别是如果他们对跨文化商业交流和特定目的的语言教学感兴趣,并希望处理真实的材料。
本文章由计算机程序翻译,如有差异,请以英文原文为准。
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来源期刊
Sustainable Multilingualism
Sustainable Multilingualism Social Sciences-Linguistics and Language
CiteScore
0.50
自引率
0.00%
发文量
10
审稿时长
39 weeks
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