Abstract:

This empirical study addresses the question of metaphors and their functions in the realization of politeness strategies in or as face-threatening acts (FTAs) in business negotiations by looking at how metaphors are employed, interpreted and negotiated by Chinese business people in different interpersonal business relationships. The database for analysis comprises 15 encounters I collected from trade fairs in China (2004–2007). The results show that business negotiators actively construct their meanings, motives and intentions by using various forms of metaphors, which are grounded on the perspectives and values that are endorsed in their culture and language conventions. The metaphors used as rhetorical devices in FTAs or even as FTAs are further complicated as negotiators’ relationships develop. Furthermore, the interpretations of interpersonal politeness strategies and linguistic applications are determined by how business negotiators perceive and evaluate the existing business relationships, the forms of linguistic devices, and the degree of imposition of the FTAs.

Author: Wenhui Yang