CAJ | 학술논문

商务谈判是商务英语的重要研究课题，本文以SSCI期刊论文为语料，采用可视化定量分析方法，考察国外近10年来商务英语谈判研究现状。研究发现：1）10年来，国外商务谈判研究呈逐年整体上升趋势，并伴随周期性波动的特点。论文集中发表在谈判类和经管类期刊上，语言学期刊对商务谈判研究不足；2）商务谈判研究涉及四个领域，涵盖谈判结果、谈判行为、谈判理论模型、谈判策略、谈判表现、中美间谈判等20个热点话题，电子商务谈判成为新热点；3）谈判学和语用学对商务谈判研究影响较大；4）实证研究是主流范式，以定量研究为主。今后可从话语分析、语用学和言语行为等语言学视角，拓宽商务谈判研究的思路。本研究对国内开展商务谈判和商务英语研究具有一定启示。
상무담판시상무영어적중요연구과제，본문이SSCI기간논문위어료，채용가시화정량분석방법，고찰국외근10년래상무영어담판연구현상。연구발현：1）10년래，국외상무담판연구정축년정체상승추세，병반수주기성파동적특점。논문집중발표재담판류화경관류기간상，어언학기간대상무담판연구불족；2）상무담판연구섭급사개영역，함개담판결과、담판행위、담판이론모형、담판책략、담판표현、중미간담판등20개열점화제，전자상무담판성위신열점；3）담판학화어용학대상무담판연구영향교대；4）실증연구시주류범식，이정량연구위주。금후가종화어분석、어용학화언어행위등어언학시각，탁관상무담판연구적사로。본연구대국내개전상무담판화상무영어연구구유일정계시。
Business negotiation （BN） is an important topic in business English studies. This paper reports a survey of the research developments in business negotiation from 2004 to 2013 with the CiteSpace system. The study has yielded the following findings： 1 ） the BN publication shows a rising and fluctuating tendency in general, with articles published more frequently in the journals of negotiation, business and management than those of linguistics; 2） BN research focuses on four areas, with 20 hot topics such as the outcome, behavior, model, strategy and performance of negotiation, the negotiation between USA and China, and the emerging e-business negotiation, etc; 3） Negotiation studies and pragmatics contribute more to the BN; 4） Empirical studies are the main paradigm dominated by quantitative method. Future BN research could extend to linguistics perspectives of discourse analysis, pragmatics and speech acts studies. The findings of the paper may suggest some implications for BN and business English studies in China.