3.2 Reasons for Adopting Appraisal Theory.................................14
3.3 Framework of Martin’s Appraisal Theory ...........................15
Chapter 4 Realization of Interpersonal Meaning in International Business Negotiation.................................29
4.1 Realization of Interpersonal Meaning in Attitude System............................29
4.1.1 Analysis in Terms of Affect ..........................30
4.1.2 Analysis in Terms of Judgment............................32
Chapter 5 Conclusion ...................................50
5.1 Major Findings.......................................50
5.2 Implications.............................................52
5.3 Limitations ....................................53
Chapter 4 Realization of Interpersonal Meaning in International Business Negotiation
4.1 Realization of Interpersonal Meaning in Attitude System
Attitude is the kernel part within Appraisal system. People use attitudinal resources to express emotional feelings and indicate how they evaluate and judge people’s behaviors, things and process. Attitude can be further divided into affect, judgment and appreciation. All of these resources can be realized both positive and negative.
The above table reveals the distribution of attitudinal resources in the extracted business negotiation. From the statistics it can be seen that the percentage of appreciation is 42%, which is a little bit more than that of affect and judgment. In the system of Attitude, appreciation is employed most frequently, affect second, and judgment least. From this, it can be further concluded that appreciation resources plays a dominant role in the realization of interpersonal meaning. Moreover, in business negotiation, negotiators tend to use appraisal resources to appreciate things and express attitude more frequently than judge people’s behavior. It is mainly attributed to the feature of business negotiation. The purpose of business negotiation is achieving agreement on various issues, such as price, claims or insurance. Negotiators prefer to employ appraisal resources to realize the interpersonal meaning which is related to various issues instead of people’s behaviors.
Chapter 5 Conclusion
5.1 Major Findings
The present research provides some significant contributions to the field of interpersonal meaning and language evaluation. From the previous study, several findings are concluded.
Firstly, Appraisal system is an effective way of realizing various kinds of interpersonal meanings. The distribution of three sub-systems of Appraisal system is not all the same. To be more specific, the number of using attitude resources is the most among the three sub-systems. The number of Engagement resources takes
