本站原创Acknowledgements5-6
摘要6-7
Abstract7-11
Chapter 1 Introduction11-16
1.1 Significance and Aims of the Study11-13
1.2 Research Questions13
1.3 Methodology and Data Collection13-14
1.4 Structure of the Thesis14-16
Chapter 2 Literature Review16-26
2.1 An Overview of Business Negotiation16-21
2.1.1 A Brief Introduction to Business Negotiation16-17
2.1.2 Features of Business Negotiation17-18
2.1.3 Process of Business Negotiation18-19
2.1.4 Research on Business Negotiation at Home and Abroad19-21
2.2 An Overview of New Rhetoric21-26
2.2.1 Brief Background of New Rhetoric21-22
2.2.2 Rhetorical Situation22-26
Chapter 3 Theoretical Framework26-37
3.1 Viewing Rhetorical Situation Macroscopically26-31
3.2 Viewing Rhetorical Situation Microcoically31-37
3.2.1 The Elements of Rhetorical Situation—Exigence32-33
3.2.2 The Elements of Rhetorical Situation—Audience33-34
3.2.3 The Elements of Rhetorical Situation—Constraints34-35
3.2.4 The Elements of Rhetorical Situation—Timing35-37
Chapter 4 Business Negotiation by Rhetorical Situation37-71
4.1 Exigence in Business Negotiation37-43
4.1.1 Case Analysis of Exigence38-40
4.1.2 Identification in Business Negotiation40-43
4.2 Audience in Business Negotiation43-50
4.2.1 Emotion44-47
4.2.2 Backgrounds47-50
4.3 Constraints in Business Negotiation50-61
4.3.1 Rhetor in Business Negotiation51-59
4.3.1.1 The Logical Appeal51-55
4.3.1.2 The Ethical Appeal55-57
4.3.1.3 The Emotional Appeal57-59
4.3.2 Scene in Business Negotiation59-61
4.4 Timing in Business Negotiation61-65
4.4.1 Case Study62-64
4.4.2 Strategies of Timing in Business Negotiation64-65
4.5 Language Tactics in Business Negotiation65-71
4.5.1 Verbal Tactics66-68
4.5.2 Non-verbal Tactics68-71
Chapter 5 Conclusion71-74
5.1 Findings71-72
5.2 Contribution72
5.3 Limitation72-73
5.4 Suggestions73-74
Bibpography74-78
Papers Pubpshed During the Study for M. A. Degree78