On The Strategies Of Interactional Contextualization And Speaking Politeness In E-Business Negotiation

The linguists engaged in the business negotiation's research in China, fail to give sufficient attention to the study of e-business. Some scholars' researches, are only interested in the strategies of speaking politeness in business negotiation, but nearly nobody has yet probed into the e-business negotiation. The theoretical framework they have adopted, is either Geoffrey Leech's Politeness Principle or Brown and Levinson's Universals of Politeness. These theories have been questioned or criticized by some researchers over the last two decades, because the context in which real language is used has been largely simplified. This dissertation tries to jump out of this research pattern. The emergence of Interactioonal Linguistics offers us certain helpful hints as this dissertation attempts to discover, pertaining to the studies of both politeness phenomena and business negotiation.Integrating the general views of Interactioonal Linguistics, especially about interaction, contextualization cues, discourse inference and the analytical method adopted and advocated by Gumperz, with the concrete cases of e-business negotiation, this thesis, mainly adopts the opinions of Interactional Contextualization Strategies, the basic theory in the book, as theoretical framework and studies the linguistic strategies of politeness in e-business negotiations from a new angle. Moreover, it attempts to explore deficiencies and limitations in the classical politeness theories, to which Brown and Levinson's Universals of Politeness is traditionally considered representative, from many angles and at different levels, so as to display the guiding significance and value of Contextualization Strategies of Interaction, the theory on behalf of Interactioonal Linguistics, in the research and practice of e-business negotiation.The study finds not only the complexity and particularity of the context features and discourse strategies in e-business negotiation, and the importance of the Interactional Contextualization Strategies, but also discovers the questions from the one-sided traditional politeness study which is of simplification, idealization and standardization. It objects that the static research of tradition is no use to the revelation of the truth in linguistic study or to the direction of language practice. Differentiating some concepts, such as discourse, speech, communication and interaction, this dissertation carries on dynamic, comprehensive research in a discourse plane relating the concert context and the social network so as to deepen the study of politeness and language. It also proves the necessity and importance to apply real, natural and dynamic language materials in linguistic study so as to discover and resolve actual problems through the applied research route facing the society, which has provided a new mentality for the language practice and the related discipline research.The innovation of this research lays in that it has found a research conjunction site between linguistics and e-business, to study the interactional contextualization strategies in e-business negotiation distinguishing in the illustration of politeness strategy as traditional study. Adopting the non-essentialism viewpoint without prejudice or supposition, the thesis regards politeness as a dynamic concept and deconstructs it to a certain extent so as to conduct the interdisciplinary research resolving the'old'and the'new'problems with the new theory. Giving enough attention to non-language forms in communication, and real, dynamic and natural linguistic materials,this thesis advocates the linguistic research facing society, facing application and facing spoken language. In analysis of the materials, it has profited from the analytical method to deal with the materials from many angles and at different levels, so as to display the essence.The study and the further research in the field of both e-business negotiation and politeness is an area of great significance in theory and in practice. As it has found the conjunction site of e-business negotiation and politeness, this dissertation proves its active attempt and the reference value to other disciplines''research. It will make the contribution not only for other disciplines'related research but also for the teaching Chinese as a foreign language in directing foreign students in the study and practice of commercial Chinese. Since its linguistic materials conform to the Interactional Linguistics well to the language material request, this dissertation may provide some valuable materials hopefully for the related research.