語用語境視角下國際商務活動中的非言語交際研究

【摘 要】在具體的國際商務活動中，非言語行為對交際成功起著不容忽視的作用。筆者從語用語境理論這一新視角，結合國際商務成功與失敗的實例，分析了國際商務活動中的非言語交際行為。

【關鍵詞】國際商務活動 非言語行為 語用語境理論

【中圖分類號】H030 【文獻標識碼】A 【文章編號】1674-4810（2013）28-0046-02

一 引言

在國際商務活動中，研究者們日益關注非言語交際的重要性及非言語行為所承載的文化意義。事實上，在實際的國際商務環境中，許多優秀的中國商務人士精讀英語語法知識，語言表達流利，但卻不能很好地理解和使用非言語符號。在國際商務活動中，有效地使用和理解非言語行為，取決于交際時的語境，因此，本文試著從語用語境視角來分析國際商務活動中的非言語交際行為。

二 非言語交際的分類

畢繼萬教授將非言語交際分為以下四大類：（1）身勢語，Kinesics；（2）副語言，Paralanguage；（3）客體語，Object language；（4）環境語，Environmental language。

三 語用語境理論

語境理論歷來都是語用學家、語義學家、語用學家、語言哲學家及認知科學家等共同關心的課題。各家各派學者都從各個側面、各個角度對語境概念進行了界定，對語境要素進行了歸納，對語境意義進行闡釋。經歷了從傳統的靜態語境發展為動態的認知語境，徐思益教授提出了語用語境的兩個層面：核心語用語境及認知語用語境。如左圖所示。

四 不同非語言交際在國際商務活動中的運用

1.身勢語

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

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.環境語

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 結論

通過對非言語交際的四個方面：身勢語、副語言、客體語及環境語的分析發現核心語用語境和認知語用語境要素，語用語境理論的這兩個層面，可以合理有效地解釋國際商務活動中的非言語交際行為。非言語交際的四個方面所傳達的信息能在語用語境理論的引導下清晰明朗。核心語用語境的六要素：時間、地點、交際者、目的、話題、條件以及認知語用語境要素中的背景知識可以用來剖析國際商務活動中非言語行為所隱含的信息。通過對國際商務活動中交際雙方的非言語行為所暗含的信息的分析可以更好地引導交際取得成功。

參考文獻

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