語(yǔ)用語(yǔ)境視角下國(guó)際商務(wù)活動(dòng)中的非言語(yǔ)交際研究

【摘 要】在具體的國(guó)際商務(wù)活動(dòng)中，非言語(yǔ)行為對(duì)交際成功起著不容忽視的作用。筆者從語(yǔ)用語(yǔ)境理論這一新視角，結(jié)合國(guó)際商務(wù)成功與失敗的實(shí)例，分析了國(guó)際商務(wù)活動(dòng)中的非言語(yǔ)交際行為。

【關(guān)鍵詞】國(guó)際商務(wù)活動(dòng) 非言語(yǔ)行為 語(yǔ)用語(yǔ)境理論

【中圖分類號(hào)】H030 【文獻(xiàn)標(biāo)識(shí)碼】A 【文章編號(hào)】1674-4810（2013）28-0046-02

一 引言

在國(guó)際商務(wù)活動(dòng)中，研究者們?nèi)找骊P(guān)注非言語(yǔ)交際的重要性及非言語(yǔ)行為所承載的文化意義。事實(shí)上，在實(shí)際的國(guó)際商務(wù)環(huán)境中，許多優(yōu)秀的中國(guó)商務(wù)人士精讀英語(yǔ)語(yǔ)法知識(shí)，語(yǔ)言表達(dá)流利，但卻不能很好地理解和使用非言語(yǔ)符號(hào)。在國(guó)際商務(wù)活動(dòng)中，有效地使用和理解非言語(yǔ)行為，取決于交際時(shí)的語(yǔ)境，因此，本文試著從語(yǔ)用語(yǔ)境視角來(lái)分析國(guó)際商務(wù)活動(dòng)中的非言語(yǔ)交際行為。

二 非言語(yǔ)交際的分類

畢繼萬(wàn)教授將非言語(yǔ)交際分為以下四大類：（1）身勢(shì)語(yǔ)，Kinesics；（2）副語(yǔ)言，Paralanguage；（3）客體語(yǔ)，Object language；（4）環(huán)境語(yǔ)，Environmental language。

三 語(yǔ)用語(yǔ)境理論

語(yǔ)境理論歷來(lái)都是語(yǔ)用學(xué)家、語(yǔ)義學(xué)家、語(yǔ)用學(xué)家、語(yǔ)言哲學(xué)家及認(rèn)知科學(xué)家等共同關(guān)心的課題。各家各派學(xué)者都從各個(gè)側(cè)面、各個(gè)角度對(duì)語(yǔ)境概念進(jìn)行了界定，對(duì)語(yǔ)境要素進(jìn)行了歸納，對(duì)語(yǔ)境意義進(jìn)行闡釋。經(jīng)歷了從傳統(tǒng)的靜態(tài)語(yǔ)境發(fā)展為動(dòng)態(tài)的認(rèn)知語(yǔ)境，徐思益教授提出了語(yǔ)用語(yǔ)境的兩個(gè)層面：核心語(yǔ)用語(yǔ)境及認(rèn)知語(yǔ)用語(yǔ)境。如左圖所示。

四 不同非語(yǔ)言交際在國(guó)際商務(wù)活動(dòng)中的運(yùn)用

1.身勢(shì)語(yǔ)

Example 1：

（A is an American， B is a Japanese.）

A： Because of your inferior packing， the article had been badly damaged. So we now file a claim with you for the loss.

B： …（Keep quiet， fidgeting with a pen.）

A： what I mean is that we need you to arrange for immediate dispatch of replacement at the favorable price available.

B：（Put down his pen.）I am sorry for the very inconveniences bring to you.

The Time： after the article was damaged

Place： In the office

Participate： A and B

Purpose： A tries to get claim

Condition： A lodged a claim to B due to the damage

Topic： Claim

In this example， A’s existing assumption that is that B would pay for the loss. B’s fidgeting with a pen conveys B’s upset. Therefore， for B， new information strengthened the existing assumption， a new assumption was developed. We can not infer the information just by using the six core pragmatic contextual elements. Also analyze A’s psychological background in this case. Therefore， gestures can easily be understood by using pragmatic context theory.2.副語(yǔ)言

Example 2：

（A is a businessman from America， B is from Tanzania.）A conversation was made between them in Brussels.

A：Could you please have some coffee？

B：No， thanks， I am full.

A： （After a while）Some coffee？

B：Thanks. Pause a while， I am not hungry.

A：Soon， how about going out to get something to drink？

B：It is too cold outside.

A：Coffee？

B： Pause… OK.

Time： Business time

Place： In Brussels

Participants： A and B

Purpose： To get some coffee

Condition： One asks as the other answers

Topic： Coffee

From the conversation， we can get the information that at the beginning， A and B could not be well understood. The cause of the problem was their understanding of coffee. B was from Tanzania where coffee was cultivated. So in his daily life， coffee was a food rather than a drink. However， coffee in America was quite contrary.

3.客體語(yǔ)

Example 3：

Jun Chen worked in one American company that had formal dress code. Being unaware of this. When Jun Chen went to the company for registration， he wore a jeans and a T-shirt. His fellow employees were surprised at his lack of discretion. The boss told him he would wear suits.

The next week， Jun Chen was told to go to a restaurant for dinner. Jun Chen he wore formal suit to the dinner. But to his surprise he found the boss and the clients wore jeans and T-shirts.

Time： On the day Jun Chen went to the company for registration

Place： In the company

Participants： Jun Chen， the boss and his colleagues

Condition： Chen Jun wore a jeans and a T-shirt to the company

Topic： About clothes

From the cognitive pragmatic context， Jun Chen， like many Chinese people considered what clothing to wear was not so important. In other words， how hard you work， and what you are able to achieve to the company are the major concern for most Chinese people in their workplace. But， Jun Chen in America， at this time， of course， he had to know， “when in Rome， do as the Romans do.”

4.環(huán)境語(yǔ)

Example 4：

An American businessman， Jack， went to Asian for negotiation. He and the CEO of the Chinese company made an appointment to meet at ten o’clock and have lunch together. Jack arrived punctually and waited for the CEO almost half an hour. Mr. Li did not come on time. Jack felt offended. He left without taking the meal. Mr. Li went to the restaurant ten minutes later. He also felt astonished without seeing Jack. When Jack returned to the hotel， he called his stuff to stop the business with Mr. Li. However， Li was also puzzled about Jack’s decision.

Time： Appointment time

Place： Hotel

Condition： Punctually Jack and unpunctually Mr. Li

Topic： An appointment

Purpose： To do the business

Participants： Jack and Mr. Li

After analyzing the core pragmatic elements， Mr. Li and Jack had the different pragmatic presuppositions， Mr. Li’s pragmatic presupposition was that in restaurant， business could be negotiated. While Jack， who came from the low-context country， considered time could not be divided. So Mr. Li felt puzzled about Jack’s cold response， the communication broke down.

五 結(jié)論

通過(guò)對(duì)非言語(yǔ)交際的四個(gè)方面：身勢(shì)語(yǔ)、副語(yǔ)言、客體語(yǔ)及環(huán)境語(yǔ)的分析發(fā)現(xiàn)核心語(yǔ)用語(yǔ)境和認(rèn)知語(yǔ)用語(yǔ)境要素，語(yǔ)用語(yǔ)境理論的這兩個(gè)層面，可以合理有效地解釋國(guó)際商務(wù)活動(dòng)中的非言語(yǔ)交際行為。非言語(yǔ)交際的四個(gè)方面所傳達(dá)的信息能在語(yǔ)用語(yǔ)境理論的引導(dǎo)下清晰明朗。核心語(yǔ)用語(yǔ)境的六要素：時(shí)間、地點(diǎn)、交際者、目的、話題、條件以及認(rèn)知語(yǔ)用語(yǔ)境要素中的背景知識(shí)可以用來(lái)剖析國(guó)際商務(wù)活動(dòng)中非言語(yǔ)行為所隱含的信息。通過(guò)對(duì)國(guó)際商務(wù)活動(dòng)中交際雙方的非言語(yǔ)行為所暗含的信息的分析可以更好地引導(dǎo)交際取得成功。

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