scholarly journals An Interpretation of Relevance Theory on Vague Language in Business English Negotiations

2020 ◽  
Vol 3 (1) ◽  
pp. p23
Author(s):  
Fanyu Mao
Keyword(s):  
Contextual Factors ◽  
Relevance Theory ◽  
Contextual Effect ◽  
Business English ◽  
Business Negotiation ◽  
Fuzzy Language ◽  
Hide Information ◽  
Business Negotiations ◽  
Three Stages ◽  
Vague Language

With the globalization of the economy, the fuzzy language in business English negotiations is widely used. The motivation for negotiators to use fuzzy language is not to hide information, but to convey information more clearly. This article attempts to divide business negotiations into three stages: the beginning, the process, and the end. With fuzzy language in business negotiation as a corpus, this paper studies how people adapt to different contextual factors to regulate fuzzy language in the process of business English negotiations under the guidance of relevance theory so as to achieve the optimal contextual effect with the minimum effort.

The Application of Vague Language in International Business Negotiations from a Cross-cultural Perspective

2017 ◽  
Vol 7 (7) ◽  
pp. 585 ◽  
Author(s):  
Jing Zhang ◽  
Yeli Shi
Keyword(s):  
International Business ◽  
Economic Globalization ◽  
Cross Cultural ◽  
Cultural Perspective ◽  
Great Role ◽  
Appropriate Use ◽  
Business Negotiation ◽  
Negotiation Strategies ◽  
Business Negotiations ◽  
Vague Language

in the environment of economic globalization, business negotiation becomes more and more frequent than ever. International business negotiation has a significant role in international business trade. There are many factors that can affect the negotiation, including language, culture, negotiators, and negotiation strategies. Language as an important tool plays a great role in the negotiation strategies. It is commonly held that precise language should be used in business negotiations in order to avoid misunderstanding. However, people ignore the fact that language itself is vague in essence. Negotiators unavoidably use vague language in business negotiations, for vague language can be used as a kind of politeness strategy. Appropriate use of vague language will make the negotiation go smoothly, and avoid the conflict of business negotiation so as to achieve the purpose of cooperation.

Discourse Analysis: Contextualism and Reductionism

2014 ◽  
Vol 4 (3) ◽  
pp. 440-447
Author(s):  
Setareh Majidi
Keyword(s):  
Discourse Analysis ◽  
Contextual Factors ◽  
Relevance Theory ◽  
The Past ◽  
Language Interpretation

For the past twenty to thirty years, a good part of the domain of linguistics has been occupied by what has been called discourse analysis. Whereas syntax and semantics are concerned by the sentence and the units from which the sentence is built, discourse analysis claims that interpretation cannot accounted for at the level of the sentence and that a bigger unit, such as discourse should be used to account for language interpretation. We want to show here that discourse is not, in any sense, a well defined object and that, though it is certainly necessary to analyze how a given sequence of sentences is processed and understood, the notion of discourse,  A and related notions such as coherence does not have much to say about it. We rely on epistemological considerations about the necessity of a moderate reductionism and sketch on account of linguistic interpretation which accounts for contextual factors in linguistic interpretation through the notion of utterance (vs. sentence) and a development of Sperber & Wilsons Relevance Theory.

scholarly journals Multi-criteria assessment tools for achieving balance between negotiating powers under distorted conditions of competition in construction sector’s market

2021 ◽  
Vol 129 ◽  
pp. 12003
Author(s):  
Kęstutis Peleckis
Keyword(s):  
Market Power ◽  
Market Competition ◽  
Value Added ◽  
Assessment Tools ◽  
Key Factors ◽  
Negotiation Strategy ◽  
Business Negotiation ◽  
Negotiation Strategies ◽  
Business Negotiations ◽  
Business Entities

Research background: this study identified which factors influence other factors and how they have a greater impact on the value of a business entity’s HHI index. By knowing the key factors, they can be used to model possible mergers and their impact on the HHI index and possible changes in the market power balance. Purpose of the article: to present the concept of business negotiation system, enabling to model and effectively manage the process of development and implementation of negotiation strategies, assessing the negotiating power of negotiating parties and selecting multi-criteria assessment tools to balance them in the conditions of distorted construction sector market competition. Methods: multi-criteria assessment is used to assess the market power of business entities in business negotiations in order to select effective strategic solutions for construction sector’s business negotiations. Findings & Value added: a developed algorithm for the development of construction sector’s business negotiation strategy based on evaluations of bargaining power is presented.

scholarly journals Kompleksnyy podkhod k issledovaniyu ekonomicheskogo kinodiskursa

2021 ◽  
Vol 13 (2) ◽  
pp. 47-57
Author(s):  
Alexandra A. Lukina ◽  
Keyword(s):  
Total Duration ◽  
Main Idea ◽  
Target Audience ◽  
Business English ◽  
Public Speech ◽  
Economic Discourse ◽  
Business Negotiations ◽  
Film Texts ◽  
Key Terms ◽  
Film Discourse

The article is devoted to a comprehensive study of the economics film discourse. Eleven feature films and documentaries of the economic genre in the English and Russian languages (total duration – 1,221 minutes) served as the material for the research. The article provides an overview of linguistic studies of the economic discourse over the past 20 years, describing three forms of its existence and functioning: scientific economic discourse, official business economic discourse, and popular economic discourse. Further, the author substantiates the feasibility of using film texts as material for linguistic research into the economic discourse, as well as its advantage – the possibility of studying three modes: oral, written, and gestural. The paper presents the following typological aspects of the economics film discourse: target audience, participants in communication, communication code, topic and precedent texts as the main idea. Based on those, the author identifies and describes the target audience of economics films, three binary models of interaction between participants in economic communication and their features. Further, the paper presents typological variety of discourses in which economic communication unfolds. There are considered everyday discourse, mass information discourse, and business discourse. In the last one, the author identifies the following genres: business conversation, business negotiations, office meeting, public speech, presentation, business discussion, press conference, business correspondence. In addition, the author has compiled terminological maps for economics films with the identification of key terms that determine the subject matter and the main problem of each film. The results of the analysis can be used not only in further research in the field of discourse and textual analysis but also as a basis for the formation of lecture and practical materials to be used for the course of business English and in the training of translators in the field of economics.

Addressing an audience: Time, place, and genre in Peter van Straaten’s calendar cartoons

2005 ◽  
Vol 18 (3) ◽  
Author(s):  
Charles Forceville
Keyword(s):  
Mass Media ◽  
Mass Communication ◽  
General Framework ◽  
Contextual Factors ◽  
Relevance Theory ◽  
Intended Audience ◽  
Cognitive Schemata ◽  
Word And Image ◽  
Temporal And Spatial

AbstractCartoons, like other forms of mass media, are aimed not just at anybody, but at a multitude of individuals. The extent to which these numerous individuals understand the cartoons in the same way depends not only on their shared interpretations of the word and image texts themselves, but also on interpretation strategies suggested by the (near)identical circumstances under which the cartoons are accessed. As Gail Dines points out, ‘‘locating cartoons within the cultural realm of mass communication requires an understanding of how these media forms come into existence and how they are consumed by the intended audience’’ (1995: 238). To understand better how cartoons are processed, it is necessary to generalize about contextual factors governing their perception. In this paper I examine cartoons by the Dutchman Peter van Straaten that all appeared on a tear-off calendar in the year 2001. The question addressed is how the temporal and spatial circumstances under which the cartoons are accessed, in combination with the generic conventions of the calendar in which they appear, trigger the activation of specific cognitive schemata, and thus steer and constrain possible interpretations. The general framework in which these matters are discussed is Sperber and Wilson’s (1995) Relevance Theory.

scholarly journals The Translation of Qur’an Non-Existent Cultural Elements in Malay Culture: An Analysis on Borrowing Approach

2021 ◽  
Vol 6 (4) ◽  
pp. 202-211
Author(s):  
Arnida A. Bakar ◽  
Sulhah Ramli
Keyword(s):  
Present Article ◽  
Relevance Theory ◽  
Document Analysis ◽  
The Other ◽  
Target Language ◽  
Contextual Effect ◽  
Sacred Text ◽  
Cultural Elements ◽  
Other Hand

Many translation scholars have proposed various approaches when dealing with culture-specific items. It shows that to achieve a good quality and successful translation work, suitable and functional translation approach should be applied by the translator. Borrowing is one of the approaches applied in various texts’ genre such as sacred text which has culture-specific items. It becomes frequently used in translating word with no equivalent in target language. However, it resulted in some of translations which have applied this kind of approach did not supply adequate meaning and fallout the irrelevant text towards readership. The reason is that borrowing approach stands alone without providing compensation strategies. Therefore, this present article investigates the functionality of borrowing approach in translating Qur’an non-existent cultural elements in Malay culture. This study is qualitative, and the data are analysed descriptively using document analysis by adopting Relevance Theory initiated by Sperber and Wilson (1986). It is suggested that the relevancy of translated text can be achieved not only through borrowing as an approach, but at the same time providing adequate meaning by means of compensation strategies. Thus, the study assumes that the less the effort processing is produced to understand the meaning, the higher the contextual effect of meaning is sufficiently provided. On the other hand, if the effort processing is less produced and the contextual effect is highly provided, the optimum relevancy of translated text can be achieved. It is concluded that the combination of borrowing approach and compensation strategies can help better understanding the meaning of non-existent religious cultural items in Malay culture.

scholarly journals A Comparative Approach To International Marketing Negotiations

2011 ◽  
Vol 7 (4) ◽  
pp. 90 ◽  
Author(s):  
Alma T. Mintu ◽  
Roger J. Calantone
Keyword(s):  
United States ◽  
Comparative Studies ◽  
The United States ◽  
Comparative Approach ◽  
Marketing Plan ◽  
Business Negotiation ◽  
Republic Of China ◽  
Cultural Perspectives ◽  
Cultural Boundaries ◽  
Business Negotiations

Despite the increasing number of marketing transactions that transcend both the national and cultural boundaries, comparative studies on the influence of culture on business negotiations have been lacking. This paper presents intra-cultural and inter-cultural perspectives on business negotiation behaviors of Japan, Peoples Republic of China, Canada, and the United States. The authors identify culturally bound factors that can affect the negotiation activity and thereby aid the manager in the adaptation and/or adjustment of the marketing plan to suit the foreign environment.

PELANGGARAN EKSPEKTASI KOMUNIKASI DALAM NEGOSIASI BISNIS INTERNASIONAL DI INDONESIA

2016 ◽  
Vol 4 (1) ◽  
pp. 1-18
Author(s):  
Surti Sunanto
Keyword(s):  
Interpersonal Communication ◽  
International Business ◽  
Evaluation Process ◽  
Expectancy Violations ◽  
Communication Behaviors ◽  
Social Motives ◽  
Business Negotiation ◽  
Expectancy Violation ◽  
Key Words Communication ◽  
Business Negotiations

This study aims to understand the evaluation of communication expectancy violations in international business negotiations in Indonesia. By utilizing the Expectancy Violation Theory (EVT) coined by Judee K. Burgoon (1976) as the primary theoretical reference, this study will explore the forming of communication expectancy as well as the evaluation process undertaken when those communication expectancies are violated within the context of international business negotiations. This study was conducted using a qualitative approach to understand the formation of expectancies and the process of evaluating expectancy violations within the business negotiation context through the lenses of experiences of Indonesian negotiators of the same industry. This strategy is hoped to provide details of the aforementioned process so then this phenomenon can be understood and new arising factors can be identified. The findings of the research indicate that the goal of negotiation and the negotiator’s social motives have become the main moderator in the evaluation of expectancy violations in the negotiation context, both in the event of ambiguous communication behaviors and when an expectation is negatively violated. This differs to EVT’s proposition stating that communicator reward valence is the main moderator in the evaluation process. This study also proposed a model of expectancy violation evaluation within the negotiation context that was never discussed before in previous literature.   Key words: communication expectancy, expectancy violations, interpersonal communication, negotiation, international business negotiations   Penelitian ini bertujuan untuk memahami proses evaluasi pelanggaran ekspektasi komunikasi dalam negosiasi bisnis internasional di Indonesia. Dengan menggunakan Expectancy Violation Theory (EVT) oleh Judee K. Burgoon (1976) sebagai rujukan teoritis utama akan dieksplorasi bagaimana proses pembentukan ekspektasi komunikasi negosiator serta proses evaluasi yang dilakukan pada saat ekspektasi komunikasi tersebut dilanggar dalam konteks negosiasi bisnis internasional. Penelitian dilakukan dengan menggunakan pendekatan kualitatif untuk memahami pembentukan ekspektasi dan proses evaluasi pelanggaran ekspektasi dalam konteks negosiasi melalui pengalaman para negosiator berkebangsaan Indonesia yang telah berpengalaman melakukan negosiasi bisnis internasional. Dengan strategi ini diharapkan dapat terungkap detail proses tersebut, sehingga dapat dipahami dan diindentifikasi faktor-faktor baru yang muncul ketika proses evaluasi pelanggaran ekspektasi dilakukan dalam konteks tersebut. Temuan penelitian ini menunjukkan bahwa dalam konteks negosiasi bisnis, tujuan negosiasi menjadi moderator utama dalam proses evaluasi pelanggaran ekspektasi, baik pada saat terjadi prilaku komunikasi yang ambigu, maupun saat terjadi pelanggaran ekspektasi secara negatif. Hal ini berbeda dengan apa yang disebutkan dalam EVT bahwa kadar nilai komunikator menjadi moderator utama dalam proses evaluasi. Dari temuan hasil penelitian ini diajukan juga model evaluasi pelanggaran harapan dalam konteks negosiasi. Kata kunci: ekspektasi komunikasi, pelanggaran ekspektasi, komunikasi interpersonal, negosiasi, negosiasi bisnis internasional

scholarly journals INTERNATIONAL BUSINESS NEGOTIATION STRATEGIES BASED ON BARGAINING POWER ASSESSMENT: THE CASE OF ATTRACTING INVESTMENTS

2016 ◽  
Vol 17 (6) ◽  
pp. 882-900 ◽  
Author(s):  
Kęstutis PELECKIS
Keyword(s):  
International Business ◽  
Bargaining Power ◽  
Scientific Literature ◽  
Negotiation Process ◽  
Business Negotiation ◽  
Negotiation Strategies ◽  
Analysis And Synthesis ◽  
Business Negotiations ◽  
Increasing Risk ◽  
Data Analysis Methods

At present business solutions are used for development and implementation of negotiating strategies for international business, which are not universally suitable for business development in all situations in context of globalization, with current challenges, which are characterized by increasing risk, uncertainty and cultural differences. The purpose of the research is to provide a theoretical model for developing and implementing international business negotiation strategies, based on bargaining power assessment, as well as to conduct an experiment and test the suitability and adaptability of the developed model in an international business negotiation situation – in case of attracting investments. Research methods – scientific literature analysis, comparative, logical analysis and synthesis, comparative and generalisation methods, mathematical and statistic data analysis methods. According to the results, the developed model can be used to reinforce international business negotiations and electronic business negotiations, as an independent systemic unit of the negotiation process (a measure that is autonomous or requires only partial intervention of the negotiator).

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