Critical Discourse Analysis of Spoken Business Negotiations

摘要

The paper sets up a three-level framework to analyze spoken business negotiations and analyzes some negotiations to demonstrate the feasibility of this framework. In accordance with the critical framework, the critical analysis of business negotiations can be carried out respectively at the phonological level, the lexical level and the conversational structure level. From the analysis, it can be concluded that in business negotiations, there surely exists power and status disparity but this tendency is not obvious because the special characteristics of business negotiations. However, it is still beneficial to do this kind of analysis because it can give some insight to negotiators and can also make people understand business negotiations better through the analysis.