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Proposal of Dissertation A Discourse Analysis of Chinese Disagreement Management Strategies in Business Negotiation Settings Item Type text; Electronic Dissertation Authors Shen, Lei Publisher The University of Arizona. Rights Copyright © is held by the author. Digital access to this material is made possible by the University Libraries, University of Arizona. Further transmission, reproduction or presentation (such as public display or performance) of protected items is prohibited except with permission of the author. Download date 24/09/2021 09:26:32 Link to Item http://hdl.handle.net/10150/194733 A DISCOURSE ANALYSIS OF CHINESE DISAGREEMENT MANAGEMENT STRATEGIES IN BUSINESS NEGOTIATION SETTINGS by Lei Shen _____________________ Copyright © Lei Shen 2006 A Dissertation Submitted to the Faculty of the DEPARTMENT OF EAST ASIAN STUDIES In Partial Fulfillment of the Requirements For the Degree of DOCTOR OF PHILOSOPHY In the Graduate College THE UNIVERSITY OF ARIZONA 2006 2 THE UNIVERSITY OF ARIZONA GRADUATE COLLEGE As members of the Dissertation Committee, we certify that we have read the dissertation prepared by Lei Shen entitled A Discourse Analysis of Chinese Disagreement Management Strategies in Business Negotiation Settings and recommend that it be accepted as fulfilling the dissertation requirement for the Degree of Doctor of Philosophy ___________________________________________________________________________Date: 3/03/2006 Feng-hsi Liu ___________________________________________________________________________Date: 3/03/2006 Jane H. Hill ___________________________________________________________________________Date: 3/03/2006 Muriel Saville-Troike ___________________________________________________________________________Date: 3/03/2006 Chia-lin Pao Tao Final approval and acceptance of this dissertation is contingent upon the candidate’s submission of the final copies of the dissertation to the Graduate College. I hereby certify that I have read this dissertation prepared under my direction and recommend that it be accepted as fulfilling the dissertation requirement. ___________________________________________________________________________Date: 3/03/2006 Dissertation Director: Feng-hsi Liu 3 STATEMENT BY AUTHOR This dissertation has been submitted in partial fulfillment of requirements for an advanced degree at the University of Arizona and is deposited in the University Library to be made available to borrowers under rules of the Library. Brief quotations from this dissertation are allowable without special permission, provided that accurate acknowledgment of source is made. Requests for permission for extended quotation from or reproduction of this manuscript in whole or in part may be granted by the copyright holder. SIGNED: Lei Shen 4 ACKNOWLEDGEMENTS For this dissertation, I am deeply indebted to Dr. Feng-hsi Liu who served as my supervisor. This dissertation would never have been accomplished without her priceless support, constant encouragement, and valuable advice throughout my academic journey. I would also like to show my heartfelt gratitude to Dr. Jane Hill. It is her lectures that spark my interest in sociolinguistic arena. Since then I have been benefited from her many valuable suggestions. Many thanks also go to Dr. Muriel Saville-Troike whose insightful ideas in ethnographic research and instructive advice have guided me through the whole process of this research. Gaining access to research sites is a great challenge to ethnographic researchers. Here I want to show my appreciation to my personal contacts for their assistance in getting access to research sites and to participants for their participation. I would also like to acknowledge our department for financial support which has made my pursuit for advanced degree possible. Any success of mine is indispensable from my family’s support. Likewise, I feel thankful for their confidence in me, for their generous care, and for their immense help especially during my tough and frustration moments. My gratitude now and will forever go to my parents who like whom I am. Finally, I would say “Thank you” to Dr. Brent Strong who is generous in his time and knowledge in proofreading my draft. I’m very grateful for the above supportive and marvelous people. Any inaccuracies or errors in this dissertation are my responsibility alone. 5 DEDICATION This dissertation is dedicated to my parents who are my role models and have devoted all their life to family, friends, and the courses they believed in. 6 TABLE OF CONTENTS LIST OF TABLES………………………………………………………………..……...10 ABSTRACT.……………………………………………………………………………..11 CHAPTER 1: INTRODUCTION………………………………………………………..12 1.1 Background Information…………………………………………………..............12 1.2 Motivations………………………………………………………………………..19 1.3 Objectives………………………………………………...…………………..……24 1.4 Potential Significance……………...………………………………………………24 1.5 Research Questions……...…………………………………………..…………..…25 CHAPTER 2: LITERATURE REVIEW……………………………………….………..27 2.1 Theoretical Framework and Methodology……...………………………………….27 2.1.1 Interactional Sociolinguistics Origin…..…………………………………..27 2.1.1.1 Contextualization Cues………………………...………………..29 2.1.1.2 Conversational Inferences……...………………………………..30 2.1.2 Conversation Analysis Origin………..……………...……………………..31 2.1.2.1 Orderliness……...……………………………………………….31 2.1.2.2 Sequential Implicativeness…...………………………………….32 2.1.3 Face and Politeness Principles……..………………………………….…...33 2.1.4 Interactional Sociolinguistic Analysis…..………………………………....34 2.2 Earlier Studies on Disagreement…………………………….……………….……35 2.2.1 Preference vs. Dispreference…..…………………………………….…….35 2.2.2 Cultural and Situational Construct………...………………….……………36 2.3 Indirectness of Chinese Interactional Styles……..………………………………..39 2.4 Conflict in Society………………………..…...…………………………………..40 CHAPTER 3: DAYA AND METHOLOGY………..…………………………………...42 3.1 Data Collection……….………..……………….…………………………………42 3.1.1 Type of Data……………………….…..…………………………………..42 3.1.2 Participants……..……………….………………………………………….44 3.1.3 Instrument………..……………….………………………………………..46 3.2 The Treatment of Data…………………………………………...………………..49 3.2.1 Procedures………………………….………………….………….….…….49 3.2.2 Focus of Analysis………………….……………………………..………...49 7 TABLE OF CONTENTS--Continued 3.3 Background Information about the Meetings………..……………………………50 3.3.1 HLF Payment Negotiation Meeting………..…………….……………...…51 3.3.2 HLF Zuoyang Manufacturing Negotiation Meeting……….……………....52 3.3.3 NCR Bid Project Negotiation Meetings…......................………………….53 3.3.4 WSJ Progress Report and Payment Negotiation Meeting…..……….…….53 3.3.5 WWB Advertisement Negotiation Meeting………...…………….……..…54 CHAPTER 4: ANALYSIS AND DISCUSSION………………………………….…….56 4.1 Definition of Disagreement Management Strategies…………..………………….56 4.2 Recurrent Disagreement Management Strategies………………..………………..57 4.2.1 Opposing Bluntly with Negation Particles…………………….……..……57 4.2.2 Summary: Linguistic Forms, Pragmatic Functions and Cross-Cultural Comparison…………………………………..…..…….…70 4.2.3 Opposing by Questing the Factuality in the Previous Statement……….…72 4.2.4 Summary: Linguistic Forms, Pragmatic Functions and Cross-Cultural Comparison……………………….………………….77 4.2.5 Opposing by Increasing the Oppositional Intensity………..…………...….79 4.2.6 Summary: Linguistic Forms, Pragmatic Functions and Cross-Cultural Comparison…………………..……………….………91 4.2.7 Opposing with Utterance Particles………………………..………………..94 4.2.8 Summary: Linguistic Forms, Pragmatic Functions and Cross-Cultural Comparison………………………..…………………108 4.2.9 Opposing with Diminutives…………………………...……..…………...109 4.2.10 Summary: Linguistic Forms, Pragmatic Functions and Cross-Cultural Comparison………………………..……………..….113 4.2.11 Opposing with Hesitation Markers……………………………….....…...115 4.2.12 Summary: Linguistic Forms, Pragmatic Functions and Cross-Cultural Comparison……………………………………....…118 4.2.13 Opposing in Reported Speech of a Third Person’s Voice………….....…119 4.2.14 Summary: Linguistic Forms, Pragmatic Functions and Cross-Cultural Comparison……..…………………………...………125 4.2.15 Opposing by Tying Up the Previous Speaker’s Statement…………..…..128 4.2.16 Summary: Linguistic Forms, Pragmatic Functions and Cross-Cultural Comparison……….………………………….….…..131 4.2.17 Opposing in Altruistic Discourse…………………...………………..…..131 4.2.18 Summary: Linguistic Forms, Pragmatic Functions and Cross-Cultural Comparison............………….………………………136 8 TABLE OF CONTENTS—Continued 4.2.19 Opposing through Alignment………………………….………………...138 4.2.20 Summary: Linguistic Forms, Pragmatic Functions and Cross-Cultural Comparison…...………………..…..……………….142 4.2.21 Opposing with Laughter……………………...………..………………...145 4.2.22 Summary: Linguistic Forms, Pragmatic Functions and Cross-Cultural Comparison……………………….....………………151 4.2.23 Opposing with Elevating Adversarial Co-participants with Honorific Terms………………………………………..…...……....153 4.2.24 Summary: Linguistic Forms, Pragmatic Functions and Cross-Cultural Comparison……………………………….…..……157 4.2.25 Opposing in Boorish Language……………………...………………..…160 4.2.26 Summary: Linguistic Forms, Pragmatic Functions and Cross-Cultural Comparison……...………………..…..……………..162 4.2.27 Opposing with Repairs………………………………………………..….163 4.2.28 Summary: Linguistic Forms, Pragmatic Functions and Cross-Cultural Comparison……………….………….………...……165 4.2.29 Opposing with Disruptive Interruptions…………………………..……..165 4.2.30 Summary: Linguistic Forms, Pragmatic Functions and Cross-Cultural Comparison……………..…...………………..……..171 4.3 Discussion………………………………………………………………………..173 4.3.1 Patterns of Disagreement Management Strategies…………………….....173
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