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1、YouCanNegotiateAnythingAbouttheauthorHerbCohenhasbeencalled"theworld'sbestnegotiator."He'sinternationallyrenownedasacorporateandgovernmentalconsultantonnegotiatingstrategy,commercialdealingsandcrisismanagement.AsaU.S.presidentialadvisor,hehashelpedtoformulatepolicyonhostag
2、enegotiationsandterrorism.HeispresidentofthePowerNegotiationsInstituteinNorthbrook,IL.AbouttheBookYouCanNegotiateAnything,firstpublishedin1982,isabookonnegotiationbyHerbCohen.ThebookwasabestsellerontheNewYorkTimeslistforover9months.Itiswritteninastorytellingwayandexplainst
3、othereadertheconceptsandstrategiesofnegotiation.Cohenpresentsinthisbookguidelines,personalanecdotes,andpracticaladviceonhowtowinanegotiation.Accordingtohim,nomatterwhereweareorwhomwearewith;weareinanegotiation:beitwithourspouse,ourchildren,ourparents,ourco-workers,andourfr
4、iends.Wediscussourideas,whatwewant,trytosellourthoughts;andinreturn,weallowtheotherpersontogetwhattheywant.BriefsummaryCohenoutlines,inanegotiation,therearethreecrucialvariables:power,time,andinformation.Aneffectivenegotiatorgainspowerduringnegotiationbytakingcalculatedris
5、ks,leveragingexpertise,beingpersistentandpersuasiveandunderstandingthepointofviewoftheotherside.Gaininganauthorityoveranegotiationpavesthewayforcooperationandinvolvetheotherparticipantstofocustowardthesamegoal.Timeisanimportantvariableasitisadvantageoustobeonthesidewithmos
6、ttime.Headvisestosetdeadlinesofourownmaking,withoutignoringthem.Nextisinformation;themoreyouknow,thebetterthechancesofwinningthenegotiation.Tosummarizehisthoughts,towinanegotiation,oneshouldknowwheretotakerisks,whentoact,andhowlongtoprolonganegotiatingacttogettheinformatio
7、nrequired.系统功能语言学下的话语分析分析话语的概念意义、人际意义、谋篇意义韩礼德把词汇语法的功能，即语义抽象化为三类：1）概念意义，即人类所认知的各种经验片段及逻辑关系；2）人际意义，即言语的功能和说话人的态度、判断等3）谋篇意义，即语言靠自身机制将此句组成连贯的语篇，以表达概念和人际意义系统功能语言学视角下的语言层面人际意义的分析人际意义主要指言语在社会交往中的功能，以及说话人的态度、判断等。言语功能在词汇语法层面由小句的语气来体现，如命令由祈使语气、提问由疑问语气、陈述由陈述语气来体现。从语旨（语境）角度看，每种言语功能都有一
8、定的言语用途，如命令用来索取物品或服务、提问用来索取信息、陈述用来提供信息等；而言语用途又构建了话语的基调，反映出说话人的地位及其听话人之间的社会角色关系。例如：Angry，Ir
