本文是一篇语言学论文，笔者认为国际商务谈判中人际意义的研究是建立在评价体系框架之上的。商务谈判的基本功能是实现人际关系和交际目的。基于此，作者选择定性和定量相结合的方法，对从作者的文本中随机抽取的对话进行分析。本章是论文的结论，包括主要发现、意义、局限性以及对未来研究的建议。
Chapter 1 Introduction
1.1 Background of the Study
As a sub-genre of negotiation, business negotiation plays an important role in the development of modern society. Participants of business negotiation can express their attitude and viewpoints with a specific aim about people, things, products and the states of fairs, etc. through business negotiation. The interaction between negotiators might be presented both implicitly and explicitly. The attitude or the opinions of negotiators in business negotiation will affect each other’s minds potentially. They establish an interpersonal relationship with each other. This kind of interpersonal meaning is concerned with one’s attitude towards things, events or fairs. Within the framework of Martin’s Appraisal Theory, this thesis will focus on the analysis of realization of interpersonal meaning in international business negotiation from the perspective of Attitude, Engagement and Graduation system.
Based on the framework of Systematic Functional Linguistics, Appraisal Theory was put forward by Martin, which is regarded as the development of one of the three meta-functions. In Halliday’s SFL, language includes three metafunctions, namely, ideational, interpersonal and textual function. As the kernel sub-category, the interpersonal function plays a decisive role in social communication and activities.Interpersonal function is related to social factors, such as social status, identity and age. It is also concerned with people’s attitude towards things, behaviors and states of fairs. Before the emergence of Martin’s Appraisal Theory, the analysis of interpersonal meaning is mainly through mood and modality, which over pass the evaluative semantic of discourse.
1.2 Significance of the Study
As time went by, international trade is becoming more and more popular. Business negotiation, as the most important form of realizing international trade, plays a vital role in international trade activities.
Language, regarded as the products of social activities, can provide a large amount of information for business negotiation. English is an international language which is widely used in various fields. Within SFL, language has three metafunctions which are called textual function, interpersonal function and ideational function. As a core function, interpersonal function is further studied by Martin and his colleagues. Martin proposed Appraisal Theory which deals with evaluative resources. By employing these resources, language users express attitudes, negotiate with each other and transfer inter-subjective and ideological positions. The study of interpersonal meaning base
