An Analysis Of The Bargaining Discourse In Markets From A Functional Perspective

Currently, many studies on sales talk have been conducted, compared with which few statistics, based on empirical investigations, have been applied to analyze sales talk in Chinese. Therefore, this thesis, based on an empirical research, aims to conduct a study on sales talk in Chinese. To be specific, it aims to analyze and present the overall patterns of sales talk in Chinese. Spontaneous data, rather than elicited data, are collected by means of participant observation and non-participant observation. These data are then utilized to analyze the sequential structure of sales talk in Chinese, the linguistic strategies employed in the realization process of negotiation and the social variables affecting the choice of negotiation strategies.This paper consists of five chapters. It first lists down the research questions and the significance of the study. Secondly, the paper reviews the previous studies on interpersonal meaning. Thirdly, It is the main body of this paper, analyzing the mood and modality system of the two sides. Fourthly, it summarizes the social factors that influence the choice of the strategies of bargaining. Finally, a conclusion is drawn and the implication and limitations of the study are stated.This paper tries to analyze the bargaining language from functional perspective, using mood and modality as examples to explain functional perspective of the language. Also, this paper summarizes the strategies and occasions when bargaining happens, ect. Hoping through the introduction of this paper, people can get a general idea of bargaining, and achieving the goal of better consuming.