Transitivity Study-Material Process in Business Negotiation

時(shí)代教育NO.8TIME EDUCATIONAugustTransitivity Study-Material Process in Business Negotiation劉茜Abstract: Since China entered into the World Trade Organization and became a member of this institution, business negotiation hasbecome the important implement in communicating and information exchanging in business market. Compared with the past time, more andmore companies involve in the business negotiation at present. This paper uses Halliday’s transitivity theory- material process as its theoreticalframework to analyze business negotiation. As soon as reading this thesis totally, English teacher, especially business English teachers should addthe awareness on considering unconscious points of business negotiation. They should be led to hold the deep cognition and language choice.Moreover, it is hoped for negotiators to have the understanding for choosing the better words and structure in order to make an agreement inbusiness negotiation.Key words: Business negotiation; Transitivity theory; Material process中圖分類(lèi)號:G642.41文獻標識碼:C DOI: 10.3969/j_ssn.1672-8181.2013.15.092Business negotiationchange, negotiators illustrate the fact that they do some survey orimportant role in international trade. Business negotation is a con-market-.. We are just looking into the possibility. We are finding thesultative process between governments, trade organizations, multi-substantial sized orders." Besides, in this part, each side is likely tonational enterprises, private business firms and between buyers andexchange the information that they did, such as seller' s action andsellers in relation to investments, imports and exports of products,buyer' s receiving. Looking the following example:machinery and equipments and technology (國際商務(wù)談判理論案例You reeived the company literature I sent to your office last week.分析及實(shí)踐，2007: 4). The process of negotiation involves threeAnd some negotiations even ilustrate their next step on certainphases, that is, pre-negotiation, face to face negotiation and post-ne-issue like:“we are planning on an order of 3000 gross for a start, withgotiation. Here, we discuss the material process in these three stages.more to follow." To sum up, the actions which both sides did play an2 Material Processimportant role for the final agreement.Material processes are process of‘ doing’(Halliday, 2000). This.2 The discussion of material processes in the second stage oftype of processes represents the concept that some entity ' does'business negotiationsomething or may be done‘to’some other entity. Hence we can ex-①You can either take the air transportation option, and we willplore such processes like: what did the entity do? What did the onegive you a slight discount of about 3% on your order, or we will sendyour order by land with the full 15% discount.3 Material processes in three stages of business negotiation②With the ground transport, you can ship the merchandise to usMost of the material processes are action processes. According towithin two months of the production date.Halliday: “Material processes are the processes of‘ doing’. They③You can pay the initial 75% of your order in two installments.④Can you offer anything a ltte more competitive'?done‘ to’some other entity." The following paragraphs mainly show⑤Our supplier now is giving us S19.50 per gross.some examples of material processes and give the further discussion.Through examples above, negotiators use material processes toDuring analysis, italics are used to emphasize the material process.express tangible action which is likely to be acceptable and believable3.1 The dscussion of material processes in the first stage of businessby two sides in the stage of persuasion. Moreover, one party of ne-negotiationgotiation is able to propose another choice if the first proposal is re-①We have done a ltte research into the Asian markt--We arejected, such as, “how about this--you can either take the air trans-just looking into the possibility.portation option, and we will give you a slight discount of about 3% on②We are finding the substantial sized orders.your order, or we will send your order by land with the full 15% dis③You received the company literature I sent to your office lastcount." Another function of material process goes to arrange and en-week.sure the next action like:“with the ground transport, you can ship the④We are planning on an order of 3000 gross for a start, with moremerchandise to us within two months of the production date. You canto follow.pay the initial 75% of your order in two installments." In addition,⑤I have just come out of a meeting with our boss, and he hasnegotiators usually apply material processes to require another kind ofgiven us the command to start working on setting up our joint ventureteam.supplier now is giving us $I9.50 per gross." To sum up, in this stageFrom the typical clauses above, material processes usually de-of persuasion, negotiators of two parties utilize material processes toscribe the concrete entity or issue and show the process of doingexpress the concr中國煤化工"rto meet the require-things. In this stage, each side prepares to describe the action that theyment of two sidesYHCNMHG,in the final step.have done on their concerned issues. In the stage of information ex-3.3 The discussionGal stage of business(下轉第120頁(yè)).118-時(shí)代教育NO.8TIME EDUCATIONAugust研究熱情高,成為歷屆學(xué)生本科畢業(yè)設計的選題熱門(mén)。在研究過(guò)實(shí)驗室的新建工作,熱工基礎實(shí)驗室建成及投入使用必將為學(xué)生程中,大大加深學(xué)生對《工程熱力學(xué)》知識的理解,在此基礎上指提供《:工程熱力學(xué)》實(shí)驗平臺,縮短抽象概念和具體工程應用之間導教師與學(xué)生共同撰寫(xiě)并發(fā)表了相關(guān)學(xué)術(shù)論文。既強化了學(xué)生的距離;為學(xué)生提供實(shí)踐和自主創(chuàng )新的場(chǎng)所,使工程熱力學(xué)的教的創(chuàng )新能力,又促進(jìn)了教師科研學(xué)術(shù)水平的提高。學(xué)質(zhì)量再上一個(gè)新的臺階。5重視教學(xué)全過(guò)程,提高教學(xué)質(zhì)量課程組監管教學(xué)全過(guò)程,旨在全方位提高工程熱力學(xué)教學(xué)質(zhì)參考文獻:量。①教學(xué)準備:在教研室的指導和幫評下,主講教師認真備課、[1]華自強張忠進(jìn)高青等編.工程熱力學(xué)(第四版)[M].北京高等教撰寫(xiě)教案,進(jìn)行課前實(shí)講。②課堂教學(xué):教學(xué)采用理論授課、討育出版社,2009.論.觀(guān)看工程及實(shí)驗錄像、動(dòng)手實(shí)驗等多種教學(xué)形式,靈活采用研[2]周麗萍,蔡康旭.關(guān)于《工程熱力學(xué)》課程教學(xué)改革之淺見(jiàn)[J].時(shí)討式、啟發(fā)式等多種教學(xué)方法,按基本概念理論分析、工程應用代教育(教育教學(xué)版),2009,(1):191.的順序進(jìn)行。教研室組織聽(tīng)課幫評加強對教學(xué)過(guò)程的監控管理[3]李文杰,余曉平,彭宣偉.工程熱力學(xué)課程教學(xué)現狀與改革思考和全程評價(jià)。③課后總結:在課堂授課后及時(shí)將本次授課的經(jīng)驗一以重慶科技 學(xué)院工程熱力學(xué)課程為例[].重慶科技學(xué)院學(xué)報得失進(jìn)行總結。④課程考核:采取平時(shí)學(xué)習表現與期終考試相結(社會(huì )科學(xué)版),2012,(13):350.合的考核方法。⑤問(wèn)卷調查:對學(xué)生進(jìn)行不記名問(wèn)卷調查,對調[4]艾春安、《工程熱力學(xué)與傳熱學(xué)》第二炮兵優(yōu)質(zhì)課程建設評審材查結果進(jìn)行總結分析,對照反思,有針對性地改進(jìn),力求本課程的料(內部資料)[Z].2011.教學(xué)水平達到新高。6結束語(yǔ)作者簡(jiǎn)介:李紅霞(1979-),女,博士,講師,主要從事工程熱力學(xué)《工程熱力學(xué)》經(jīng)過(guò)近五年的建設,課堂教學(xué)質(zhì)量和教師教學(xué)教學(xué)工作,研究方向為含能材料合成性能分析和模擬計算,第二水平得到明顯提高,在學(xué)校有很高的教學(xué)評價(jià)。工程熱力學(xué)先后炮兵工程大學(xué)601室,陜西西安710025在學(xué)校第五批重點(diǎn)課程建設和第.二炮兵首批優(yōu)質(zhì)課程建設中評艾春安,第二炮兵工程大學(xué)601室,陜西西安710025 .為優(yōu)秀。寧超，第二炮兵工程大學(xué)601室,陝西西安710025針對我校沒(méi)有工程熱力學(xué)實(shí)驗室的現狀,在學(xué)校領(lǐng)導和課程王學(xué)仁，第二炮兵工程大學(xué)601室,陜西西安710025組的共同努力下.“2110”三期建設規劃在今年正式啟動(dòng)熱工基礎(. 上接第118頁(yè))negotiation4 Conclusion①I(mǎi) will start the transportation paperwork right away.②We can give you initial quotation for a standard order and goit involves three aspects: what is happening, the nature of the socialfrom there.activity and what is describing. Field of discourse as the concept of the③I will also throw in a discount of 25% on your upfront deposit.social activity is categorized into action-based and reflection-based.④I will send the prepared contract to you next week.And action-based and reflection-based sub-categories are further an-⑤No problem, I will make the changes and get a new contract to .alyzed into specialized and non-specialized in light of semantic do-you right away.main. From the perspective of social activity, the business negotiationThe function of material processes is attributed to show the fol-belongs to the reflection-based category, which the activity becomeslowing actions as soon as making an agreement, such as:“I will startmaterially visible only through language. Moreover, we can find thatthe transportation paperwork right away." Furthermore, the negotiatorscarry on material processes to restate their action in order to reach thebusiness transaction. We can conclude that business negotiation be-agreement. For example:“we can put together a compilation of ....longs to specialized category in terms of semantic domain. Besides, thewe can give you initial quotation for a standard order and go fromnegotiators can introduce to the potential cooperator what the repre-ter....”. we can see this kind of phenomenon more clearly in thesentative company can do or will do to the potential partner. Hence thefollowing example:application of material processes in business negotiation reflects this“A: I will also throw in a discount of 25% on your upfront de-sort of field.posit."“B: D.....”.References:[1]Eggins, s. An Introduction to Systermic Functional Linguistics [M].From above analysis, material processes make up 30.9% in theLondon: Continuum, 2003.first stage of business negotiation. In the second stage, material pro-[2]Thomas, B. & Meriel, B. The Functional Analysis of English: Acesses increase steadily from 30.9% to 33.7%. By comparison withHallidayan Approach [M]. London: Edward Arnold Limited,? 2001.these two stages, there is a slight decrease in material processes, which[3]Thompson, G. Introducing Functional Grammar [M]. Beiing;take up 31.1% in the final stage. The reason for the increase in theForeign Language Teaching and Research Press, 2000.second stage is that negotiators utilize more and more material pro-[4]白遠,國際商務(wù)談判理論案例分析及實(shí)踐[M]北京:中國人民大學(xué).cesses to ilustrate the clear and necessary actions in the persuasion出版社2007.stage. As for the last stage of business negotiation, one may think of[5]鞠玉梅.英語(yǔ)報刊體育新聞?dòng)⒄Z(yǔ)及物性研究[M].北京:外語(yǔ)教學(xué)與the slight change in the final stage as a result of less usage of material研究出版社2004中國煤化工processes. We should admit that material processes are merely used to作者簡(jiǎn)介:劉茜(THCNMHGdemonstrate the actions after signing the contract in final stage, which9方向為語(yǔ)言學(xué),長(cháng)are less than the persuasion stage.安大學(xué)外國語(yǔ)學(xué)院，陜西西安710064