Theory and Practice of Contemporary Negotiation Interpretation: A Cross-Cultural Perspective

從跨文化角度看當代談判口譯的理論與實踐

陳彥豪(Y. H. Chen)

《人文集刊》 6期 (2008/06) Pp. 155-193

https://doi.org/10.29470/JH.200806.0006

摘要

談判口譯主要是一種跨文化的對話語意行為。它的主要功能是將雙邊或多邊談判者所表達的來源語言訊息以指定的標的語言譯出，協助完成談判雙方的協議。當代談判口譯的範疇包括了1）以談判議題為導向的專業知識，2）談判口譯者對原文與譯文的純熟與掌控能力，以及3）同時結合運用談判的策略與技巧與口譯的策略與技巧。針對上述當代談判口譯的語意行為，功能，與範疇，本篇論文的主要宗旨為從跨文化的角度與面向，包括了從談判的目標，談判的態度，談判個人的風格，溝通，對時間的體認，感情，協議的形式與締結，談判團隊的組織，以及風險的承擔等角度與面向，來探討跨文化對當代談判口譯的理論與實務的影響。本篇論文的主要架構為首先分析談判口譯修辭語言與非語言語意行為的特質，其中語言部分指的是語音，語法，語意，語用等基本因素應用在談判口譯的一般談判用語；以談判議題為導向的專業術語；威脅，承諾，既威脅又承諾，嚇唬，聲東擊西等常用五種談判修辭句型上的語域。非語言部分則指的是並行語言（音階的高低，音量的大小，速度的快慢，語氣與語調，抑揚頓挫）的應用以及結合語言部分與並行語言部分所形成的「兩元談判口譯策略」。其次，本篇論文將跨文化角度與面向應用在辯論、暗示、提議、配套、議價、結束與簽署的不同談判階段上面作為談判口譯具體實踐之基礎。亦即從談判的目標，談判的態度，談判個人的風格，溝通，對時間的體認，感情，協議的形式與締結，談判團隊的組織，以及風險的承擔等角度與面向探討應用在辯論、暗示、提議、配套、議價、結束與簽署等不同談判階段上面的談判口譯理論與實踐。此外，本篇論文以中英談判口譯實例舉隅，映證當代各類談判口譯的理論與實踐，其中特別把焦點放在談判口譯的語境化與搭配的原則上。最後，本篇論文舉出例證，針對如何從正確度、完整度、與清晰度等談判口譯之評鑑指標強化並提昇當代談判口譯理論與實踐提出具體建議，以作為本篇論文的總結。

關鍵字

談判口譯 ； 跨文化的角度與面向 ； 談判口譯的語言與非語言 ； 兩元談判口譯策略 ； 談判口譯修辭句型 ； 談判口譯的階段

並列摘要

Basically, negotiation interpretation is a cross-cultural speech act of dialogue interpreting. Its chief function is to render messages as conveyed by bilateral and multilateral negotiators from the source language into the target language at the negotiation table. The contemporary negotiation interpretation includes 1) issue-centered professional knowledge, 2) negotiation interpreters' linguistic proficiency of the languages involved, and 3) negotiation interpreters' strategies and tactics in both negotiation and interpretation. The purpose of this paper is an effort of exploring the theory and practice of contemporary negotiation interpretation in a cross-cultural perspective as demonstrated in cross-cultural factors of negotiating goal, negotiating attitude, personal style, communication, sensitivity to time, emotionalism, form of agreement, building an agreement, team organization, and risk taking.The content of this paper begins with an analysis of the rhetorical features of negotiation interpretation in their verbal language and nonverbal one. The verbal language of negotiation interpretation refers to phonology, syntax, semantics, and pragmatics as applied to general expressions; issue-centered terminology; and threatening, promising, thromising, lying, and bluffing-five common negotiation rhetorical registers. The nonverbal language of negotiation interpretation is mainly referred to paralanguage which is composed of pitch, volume, speed, tone, mood, and intonation as delivered by negotiation interpreters. The binary oral interpretation strategy as formed by combining language with paralanguage is also dealt with in negotiation interpretation. Secondly, the paper studies the cross-cultural factors-negotiating goal, negotiating attitude, personal style, communication, sensitivity to time, emotionalism, form of agreement, building an agreement, team organization, and risk taking. -affecting the negotiation interpreters' practical interpretation at the negotiation stages of arguing, signaling, proposing, packaging, bargaining, closing, and inking. Thirdly, the paper is focused on the principle of contextualization and collocation in negotiation interpretation by citing some examples in contemporary negotiation interpretation theory and practice. Lastly, the paper suggests ways of improving negotiation interpretation command in terms of accuracy, completeness, and articulation as its evaluation criteria by exemplifications.

並列關鍵字

negotiation interpretation ； cross-cultural perspective and dimension ； verbal and nonverbal languages in negotiation interpretation ； binary negotiation interpretation strategy ； negotiation interpretation rhetorical pattern ； negotiation interpretation structures and phases