A Study On Rejection Discourse Interaction In Sales Negotiation

“Speech is the shadow of behavior.”(Η ομιλ?α ε?ναι η σκι? τη? δρ?ση?”)——DemokritosChinese refusal is a commonly used communicative language,which refers to the speech act of the speaker’s invitation,request,suggestion,offer,etc.to the communicative object to express the unacceptable intention.People often regard rejection as an uncomfortable speech act that frustrates others’ face.The problem that this article mainly solves is how to make refusal to be an art and a means to enhance people’s emotions.In actual life,we find that when people’s specific needs cannot be met,they will feel uncomfortable psychologically,that refusal often causes harm.In the sales negotiation process,the implementation of refusal of speech acts may directly lead to the failure of the transaction between the two parties,that is,refusal often leads to failure.It can be seen that the past implementation of refusal to speech is often at the expense of hurting others and affecting the relationship between the two parties,so we need to analyze this issue in detail.China has become the second largest economy in the world,and business transactions are becoming more and more frequent.In the face of this situation,business negotiations between countries,as well as the trading and discourse activities of people in daily life,are inseparable from rejecting discourse expression.In Chapter 3,we first raise the issue of the dislocation of the triple nature and triple relationship of speech theory.On this basis,we divided the different types of sales negotiation refusal speech acts,and found that the different types all show the problem of misunderstanding of speech understanding.Demonstrate the main characteristics of the speech behavior of sales negotiation through real description of words.It emphasizes the importance of using strategies in the implementation of refusal speech acts,and gives specific expressions from the two aspects of surface form strategies and deep pragmatic strategies.The research object of this article is the refusal of the buyer and seller in the sales negotiation process,that is,the "not accepting" speech act used by the buyer and the seller in the pursuit of maximizing their own economic interests.The research corpus of this article comes from the "Sales Negotiation Corpus" built by the author himself.The collection of corpus involves automobile sales industry,tourism service industry and property insurance industry.This article is divided into seven chapters,the specific research contents of each chapter are as follows:Chapter one is introduction.Introduce the research origin,research purpose and research significance of this article.At the same time,it introduces the specific research methods adopted by this research and the collection and collation of corpus,and finally explains the main content of the full text.Chapter two is related literature review.It reviewed the relevant research results of domestic and foreign refusal speech behavior research and business negotiation discourse research,and combed and evaluated it.Chapter three to seven are the main part of this article.Chapter three is the theory of sales negotiation speech theory.The main content of this chapter is about the basic issues of sales speech theory.The three aspects of speech theory,the problem of rank in sales speech,the problem of rhythm in sales speech,and the problem of purpose in sales speech are elaborated one by one.Chapter four is the definition and classification of speech acts in sales negotiations.We analyze the meaning,basic characteristics and linguistic characteristics of the speech acts of sales negotiations.After that,it analyzes the connotation of sales talk rejection speech behavior,the relationship between rejection speech behavior and negation,and the basic characteristics of sales negotiation rejection speech behavior.The sales negotiation rejection speech acts are generally divided into two categories: direct rejection speech acts and indirect rejection speech acts,which are divided into strong rejections and weak rejections according to the degree of rejection,and are divided into sincerity according to different rejection methods Rejection and false rejection.Chapter five is the principle of interactive discourse analysis in sales negotiation.Through the identification of buyer and seller’s purpose and the analysis of the realization structure of discourse subject in the process of sales negotiation,it emphasizes the principle of discourse realization in discourse analysis.Secondly,through the analysis of the overall and partial structure of sales negotiation discourse,the principle of focusing on process analysis is emphasized,and three stages of sales negotiation are proposed,namely,the opening preparation stage,the midfield game stage and the final agreement stage.Finally,through the analysis of the specific situations of the main participants in the sales negotiation process,the principle that attention should be paid to the analysis of participants is put forward.Chapter six is the category of sales negotiation refusal to implement speech acts.It specifically analyzes six types of implementation methods: request and rejection,suggestion and rejection,offer and rejection,inducement and rejection,invitation and rejection,thank and rejection.Chapter seven is the strategy of sales negotiation to reject the use of speech.From the two perspectives of surface form strategy and deep pragmatic strategy,it analyzes how to implement the rejection of speech in the process of sales negotiation.Chapter eight is the conclusion.Summarized the main results of this study,pointed out the innovations and deficiencies in the study,clarified the future research direction,in order to improve the level of this research results,so that its academic value and application value have been greatly improved.