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THE BASIC MAINTENANCE OF WORK

In Introduction the research urgency is proved, the object, a subject, the purpose and research problems, its scientific novelty are defined, teoreticheyoskaja and the practical importance, is put forward a research hypothesis, formuliyorujutsja the positions which are taken out on protection, methods and a material isyosledovanija are specified.

In chapter 1 «“ the Design demand ”as a speech genre of a business discourse» the characteristics of a business discourse allocated from the point of view of business linguistics are specified, the system of speech genres business disyokursa is considered, come to light zhanroobrazujushchie signs of the Design demand, its structural and stylistic characteristics are specified.

The business discourse is understood in the present work as integrity of the text of the business subjects focused on achievement of not language purpose, ekstra - linguistic conditions and speech implementers of an object in view; as realisation of the business communications which are specific concept otnosiyotelno of patrimonial concept «professional communications» and including obligatory components (business oral and written speech) and fakultativyonye components (technical communications, in particular the technical letter, and the scientific letter). The last depend on specificity and a context kommunikayotivnogo process. One of the major components of concept «business - communications» are efficiency, i.e. aiming at achievement zayoplanirovannogo result and its practical application. The organisation and opyo
timizatsija activity are defined by us as achievement means rezultayotivnosti business communications in the course of business realisation.

The business discourse is presented by variety of the speech genres, one of which is the Design demand having following zhanroobrazujushchie signs: change speaking, completeness of the statement, adresovannost, tseyolenapravlennost, contact to the validity and the typical reproduced genre form. For the Design demand as speech genre of a business discourse the unity of the thematic maintenance, style (is more exact, sochetayonie three styles) and the compositions, caused by specificity of business sphere is characteristic also.

All process of drawing up - givings - reception - coordination of the Design demand investigated in the present work can be defined as set of the difficult speech events characterised by certain time restrictions as it is possible to speak about certain time of the beginning of each event and about its termination therefore it is generated certain proyodukt, for example: the Design demand, the Letter-approval, the Letter-refusal, the Contract. Each difficult speech event integrates some the difficult speech genres of a written business discourse presented, in turn, neyoskolkimi by simple speech genres. So, the Design demand as the speech genre includes following difficult and simple speech genres (on klassifikayotsii N.J.Chigridovoj's speech genres):

• obligatory speech genres: business epistolary (predlozheyonie), dokumentnye (financial documents - the budget, the petition);

• facultative speech genres: advertising (representation kompayonii), business epistolary (the covering letter, current inquiry, the request), dokumentnye (the offer - the offer of the goods or the services, connected with reception of financial benefit, legal documents).

Presence or absence in the Design demand of this or that speech genre is defined by type of the Design demand, intentsijami its author, spetsifiyokoj the addressee, its requirements.

The design demand (and its English-speaking analogue Project proposal) - a speech genre which represents the offer on realisation of the project solving a certain problem and answering to needs of the separate company or a society as a whole. In work all spectrum of versions proyoektnyh of demands of commercial and noncommercial spheres that has allowed razraboyotat their typology is characterised and to detail their structure.

So, the Design demand of commercial sphere has the following structure: 1) a material previous the basic text (the covering letter about a transfer of documentation, the title page, a table of contents); 2) the information about kompayonii the applicant (the name, organizational structure with the description kvalifikayotsii leading experts, the experience and a direction of activity, a copy ofitsiyoalnyh company documents, transfer of projects with a mention okazanyonyh / rendered services); 3) the problem description, on which decision napravyolen the offered project; 4) the short description of the project, its purpose, a problem; 5) deyo
talnyj the plan of realisation of the project (a zone of responsibility of participants of the project, methods, terms of its realisation, control methods over ispolneyoniem these points); 6) the project budget; 7) the alternative offer; 8) zayokljuchitelnaja a part; 9) appendices.

By means of carrying out of interrogation of technical officers of the companies, comparison of thematic filling, the purposes and some stiliyosticheskih features of various Russian-speaking business documents (such as the Tehniko-offer, the Business offer, the Business plan, the Substantiation of investments, the Offer) and English-speaking teryomina «Project proposal», and also by means of the comparative analysis uchebyonyh grants on drawing up of Design demands and Project proposal was obosnoyovan term transfer «Project proposal» / «the Design demand», corresponding to both kinds of Design demands (commercial and noncommercial spheres). Also it has been established, that to the Design demand of commercial sphere there correspond two speech genres of a Russian-speaking business discourse - the Tehniko-offer and the Business offer.

Having presented existing classifications of offers (Proposal), kotoyorye in the theoretical literature are treated as similar to the Design demand (Project proposal), in the present work it is considered lawful allocation of two principal views of Design demands - commercial and noncommercial spheres - with the subsequent reference of each kind of the offer to several subspecies according to different parametres (see the table):

• in a place in communicative process - initiative / reciprocal;

• upon regulation - regulated / independent;

• in a mission place - external / internal;

• on a legal status - official / informal;

• by the form the activity offered to realisation - issledovatelyoskoe / technical / on service granting.

The table. Typology of Design demands

PZ kommerch. Spheres PZ nekommerch. Spheres
The offer on research carrying out + +
The technical offer + +
The product offer - -
The service offer + +
Official proposal + +
The informal offer - +
The external offer + +
The internal offer + +
The initiative offer + +
The offer lacking initiative + +
The regulated offer + +
The independent offer - +

In work the detailed scheme of process of drawing up - givings - reception - coordination of the Design demand with the description of specificity, subjects and structure of the documents accompanying each of these stages (the Task for work performance (SOW, or Statement of work), Inquiry about offer representation (RFP, or Request for proposal), Inquiry of qualifications (RFQ, or Request for qualifications), Inquiry about giving of application forms for participation (Call for applications), the Letter-approval of the Design demand (Project proposal acceptance letter), the Letter-refusal (Project proposal rejection letter)), taken of grants on soyostavleniju the corresponding documentation and Internet resources is offered. For a speech genre of a business discourse with elements of advertising what «the Design demand» is, integration of officially-business, scientific and technical and publicistic styles into any combinations depending on type proektyonoj of the demand, its subjects and the purpose of the author is characteristic. The accessory of the Design demand to each style proves to be true following factors.

1. Conformity officially-official style:

• standard rekvizitnaja a composition (the addressee, heading to the text, podyopis, a surname of the executor etc.);

• dolzhenstvujushche-ordering character of a speech genre (modal verbs and designs with values of obligation, necessity of fulfilment of actions — must, should, ought, to have to + Infinitive, to be to + Infini­tive, need, word-combinations with value of a duty and vynuzhdennosti — to be obliged / to be obliged, to be compelledи to be forced/to be compelled);

• the otvlechyonno-generalised character of a speech genre (a personal pronoun of 1st person of plural (we / we), word-combinations with pritjazhayotelnym a pronoun specifying in an accessory to 1 person of plural (our company / our company, our group/our group), lexical units in collective value (communities/local naseleyonie), passive turns with formal subject Itв the English language, corresponding in Russian to verbs in 3rd person with neopredeyolyonno-personal value (It is expected that with the use of best practices, space projects can drastically reduce the time from concept to operation./It is expected, that at use of the saved up experience space projects can essentially sokrayotit time from a plan before operation), nominal impersonal offers in the English language, corresponding one-compound verbal predyolozhenijam in Russian (It will be difficult to define the degree of its efficiency. / It will be difficult to define degree of its efficiency);

• presence of business terminology (delivery / delivery, reports / reports, personnel / staff);

• presence of writing stamps and speech templates (for the avoidance of / in avoidance, for want of / because of a lack, the accompanying drawing / the applied drawing, to give special attention to the problem of to pay special attention to a problem, in response to your request / in reply to your inquiry).

2. Conformity to scientific style:

• presence of reasonings, explanations and proofs (difficult predlozheyonija with different kinds of communication, mainly compound, isyopolzovanie the language means expressing logicality, posledovatelyonost prepodnesenija a material);

• the otvlechyonno-generalised character of a speech genre;

• presence of scientific and-or scientific and technical terminology (biological indicator / the biological indicator of environmental contamination, organic carbon / organic carbon, land degradation / degradation of ground resources).

3. Conformity to publicistic style:

• opened otsenochnost speeches (is qualitative-estimated adjectives, nayorechija and phraseological units (overwhelming need / emergency, momentous appointment / appointment of exclusive importance, devastating problem / gubitelyonaja a problem);

• presence of political lexicon (movement / movement, struggle / struggle, to appeal/to appeal, address);

• metaforizatsija terminology (climate/a climate: climate of opinion / a public opinion condition, climate of confidence / trust atmosphere, climate of uncertainty / uncertainty atmosphere);

• softening of an imperative modality (We believe that.../we believe, that..., We hope that... / We hope, that.).

The second chapter «Strategy and belief tactics in a speech genre“ proektyonaja the demand ”(on a material of English language)» is devoted studying of concept of speech influence in general and convincing (or persuazivnogo) influences in particular, not investigated earlier within the limits of a speech genre «Design zayojavka».

The speech influence which is carried out within the limits of a speech genre «proektyonaja the demand», is characterised realised and intentionally planned recheyovym by behaviour active induktora in relation to the passive recipient, having the purpose to affect behaviour of the second.

Persuazivnoe (convincing) influence which is one of kinds of speech influence and taking place in texts of Design demands, protivoyopostavljaetsja to suggestion on the basis of its relative openness osushchestyovlenija, sensibleness both kommunikantami, uses of the rational argument, and also possibility of judgement of the presented material and independent decision-making by the recipient. Convincing influence includes three basic elements: induktora (the person having convincing influence), the recipient (the person on whom it appears convincing vozdejstyovie), the message (the Design demand).

Persuazivnoe (convincing) influence is carried out induktorom by means of application of the communicative strategy focused on achievement of the uniform purpose induktora, planned and realised by means of the communicative tactics meaning use of speech actions, the separate intentions directed on verbalisation induktora. In work byyo

la the system of the purposes which puts before itself induktor at sostavyolenii the Design demand, as well as in the course of planning and an embodiment of other genres of the business discourse directed on belief of the recipient (fig. 1) is revealed:

Fig. 1. The purposes of the author of the Design demand

The offered system of the purposes corresponds with system of the communicative strategy inherent in a speech genre of a business discourse «Design demand» (fig. 2):

Fig. 2. System of communicative strategy in the Design demand

In the given research classification persuazivnyh komyomunikativnyh the strategy of a business discourse used in a speech genre «the Design demand», and also tactics corresponding to them is developed. At the heart of this klasyosifikatsii certain criteria lay.

First, allocation of the general communicative strategy with posledujuyoshchim their division into private communicative strategy is defined stepeyonju globalnosti intentions. It assumes the organisation of difficult system of the purposes which puts before itself induktor at drawing up Design zajavyoki in which the private purposes corresponding to private communicative strategy, in aggregate promote actualisation of more global tseyolej, corresponding to the general communicative strategy.

Secondly, the general communicative strategy are subdivided on osyonovnye persuazivnye strategy (self-presentation strategy, information strategy, intensification strategy persuazivnogo influences) and vtorosteyopennye (kontaktoformirujushchaja) on the basis of direct osushchestvleyonija convincing influence or it kosvennosti.

Thirdly, similar hierarchy intentsy the author of the Design demand podrayozumevaet functional differentiation of separate intentions, coverages -

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vajushchih separate ways of achievement of the private purposes of this speech genre. Thus, in the offered classification separate intentions indukyotora correspond to tactics applied by it in aggregate and vypolnjajuyoshchim uniform function within the limits of one private communicative strategy.

During research it has been established, that the flexibility which is priyoznakom of communicative strategy, it is shown that available in it osyonove the purpose can be reached different tactics and, as consequence, razlichyonymi language means, no less than the different purposes can be reached same tactics and the same language means, i.e. "fastening" of tactics to the strategy, offered in classification, conditionally.

The factors defining a choice certain communicative takyotiki induktorom, the knowledge and understanding induktorom process strateyogicheskogo planning, intentsii induktora, forecasting reciprocal reakyotsii the recipient, data on the recipient, a situation context are. Follows rassmotyoret the basic characteristics of communicative strategy and tactics ubezhdeyonija and to illustrate means of their realisation.

The general kontaktoformirujushchaja strategy represents a complex of the private strategy opening and finishing the Design demand, napravyolennyh on stabilisation of communicative balance between kommunikantayomi. In this connection the given strategy concerns minor strategy as she on herself does not carry out persuazivnuju function, but is a necessary intermediate link in a communicative chain, without kotoroyogo communicative balance induktora and the recipient will be broken, that can become a hindrance in realisation of a main objective of the Design demand.

The general kontaktoformirujushchaja strategy is subdivided on private strayotegii — establishments, maintenance and the contact termination. Private strategy of an establishment of contact is directed on base preparation, on a basis kotoyorogo the line of speech behaviour induktora will be built. For this purpose induktor resorts to use of tactics of gratitude and politeness by means of which he states gratitude to the recipient for possibility uchastvoyovat in the tender and-or for former cooperation. Given tactics aktualiziruyoetsja by means of language markers of a category of politeness, namely leksicheyoskih units expressing gratitude / gratitude induktora (to thank / to thank, to be grateful / to be obliged / to be grateful), its respectful otnoyoshenie to the recipient (respectfully / respectfully, in deference to / out of respect / from uvazheyonija), pleasure from cooperation with it (to have/find / take pleasure in doing smth / to find pleasure in something).

By means of tactics of the short review of the project, concerning private strategy of an establishment of contact, induktor forms at the recipient predstavyolenie about about what speech will go further, having created, thereby, together with tactics of politeness and gratitude, a context in which frameworks there will be razyovorachivatsja communications between induktorom and the recipient as a whole and osuyoshchestvljatsja persuazivnoe influence from the party induktora in particular. PriYOznakami, distinguishing this tactics from other tactics mentioning the description
Problems, are: its use in opening addresses Design zayojavki, the maximum pithiness, laconicism written vyskazyvayonija, that proves to be true the headings previous its realisation (Summary / the Summary review, Abstract / the Summary, Provide a brief description of your organiza­tion ' s strategy / Give the short description of strategy of your organisation), and also the extremely rare use of adjectives (only as the description and utochneyonija). Realised tactics reflects the project purpose, i.e. expected result voyoploshchenija the project during a life, and also an urgency of its realisation for what inyoduktor uses verbs in the form of future time, infinitives / sushchestyovitelnye with pretexts as an adverbial modifier of purpose, modal verbs and the phrases expressing value of possibility and probability (The project will provide 150 garden systems to households in... / the Project предоставит150 systems poliva to the families living in The. . [company] can take the lead in promoting the new and preventative health initiative to lower the incidence of cervical cancer in women. / the Company can vystuyopit the initiator in advancement of the new program of preventive maintenance of health for decrease in level of disease by a cancer of a neck of a uterus at women).

Private strategy of maintenance of contact is realised by means of three tactics - rezjumirovanija, preparations of soil for the further dialogue, blagoyodarnosti and politeness - in a final part of the Design demand and serves for formation of exhaustive representation about the project. Tactics rezjuyomirovanija, mentioning an urgency of the project and action which are required from the recipient, verbalizuetsja by means of the language markers specifying in repeated reproduction of a material (again, once more / it is reminded, that), podveyodenie a result (in conclusion / in summary), expressing necessity and potrebyonost in something (to require / to demand, to need / to require), prichinnoyosledstvennuju communication (because/because, as/as).

Using tactics of preparation of soil for the further dialogue, indukyotor does installation on certain behaviour of the recipient (as a rule, on participation in project realisation) and eksplitsitno or implitsitno stimulates its response that is carried out with the help etiketnyh phrases, napravyolennyh on expression of hope of the further dialogue and cooperation, and by means of verbalisation of slogan ODP (Now is the time to invest in knowledgeable, committed advocates. / Now it is a high time to invest in the competent legal experts focused on result.).

Private strategy of the termination of contact and tactics realising it zayovershenija letters are required for observance of procedure of a writing of the business letter and are used in the letter on transfer of the Design demand at it zaveryoshenii, is more rare - in the text of the Design demand. Realisation of this tactics osuyoshchestvljaetsja by means of the standard phrases directed on the termination konyotakta, for example: Sincerely, Respectfully/Cуважением.

Self-presentation strategy is applied induktorom on purpose predstayovit itself or the company in favourable light, to create the image / the image of the company inspiring trust, to result indicators of success of the company. Self-presentation strategy is presented by such tactics, as: tactics peryosonalizatsii, creation tactics «the circle», tactics oppozitsionirovanija,

Tactics of underlining qualitative and quantity indicators, tactics of the reference to experience.

Personification tactics is intended for company representation as single whole. Language means of its realisation are personal mestoyoimenie 1 th persons of plural (we / we), possesive mestoimeyonie, specifying in an accessory to 1 person of plural (ours / our), and also lexical units with value kollektivnosti, associations of efforts (collectively-run campaigns / the campaigns spent together). We will consider an example: In turn, we will increase the size and influence of our membership. We hope to teach beginners the basics of snowboarding, and train more advanced snowboarders for competition. We are especially concerned with safety education. As a result we will increase number of club and influence nayoshih members. We hope for training of beginners to bases of a snowboard and on preparation snouboryodistov the advanced level to competitions. We give special attention to technics bezoyopasnosti). Frequency of use of pronouns creates impression splochyonnoyosti, unifications, references to the recipient on behalf of a command as a whole.

Creation tactics «the circle» serves for a network illustration nalazhenyonyh company communications induktora and is realised by ocherchivanija a circle ediyonomyshlennikov or oppositions to its "stranger". Tactics indicator oppozitsionirovanija is use induktorom presuppozitsy, masyokirujushchih to the critic of "strangers": Instead of agricultural interests, farmers and elite power bro­kers determining the quality of life within the community, low-income, Latino, farm workers and community residents are democratising and diversifying decision-making structures throughout the Central Valley to ensure the needs of the underserved are no longer ignored./Not farmers and the influential businessmen-politicians interested in realisation selskohozjajstvenyonoj of activity and defining quality of a life of local population, and maloobespechenyonye, Latin Americans, agricultural workers and local residents demokratiziyorujut also bring a variety supervising structures of the Central valley for uverennoyosti that needs of the inhabitants who do not have the equal rights, more are not ignored. In danyonom an example activity of "strangers" — farmers and influential businessmen - of the politicians defining quality of a life of inhabitants of the Central valley, poyosredstvom a pretext instead ofпротивопоставляется activity of "", representatives of association AGUA — authors of the Design demand, which javljayojutsja induktorami from the point of view persuazivnogo influences. Creating poloyozhitelnyj the image of association AGUA through opposition of "" and "chuyozhih", induktor has veiled the negative estimation of that role which feryomery and influential businessmen-politicians play society lives.

Adjectives concern language means of actualisation of tactics of underlining kachestvenyonyh and quantity indicators in sochetayonii with nouns with positive konnotatsiej for predstavyolenija the companies induktora in favourable light (Four wins and two losses - a respectable record, especially for a group lacking formal funding. / Four victories and two defeats - dosyotojnyj result, especially for the group which do not have official financing.), lekyosicheskie units specifying in absence of something and-or neobhodiyomost in something for reflexion of an adverse situation correct kotoyoruju realisation of the offered Design demand (Fully cognizant and in dire need of companionship, Helen currently only interacts with her full-time caretaker who is 14 can only

dynamic and full of life but, only one person. / Elena who is in full consciousness and nuzhyodajushchajasja in friendly dialogue, keeps in touch now only with one person - with the trustee, dynamical and full of a life.).

Indicators of actualisation of tactics of the reference to experience are morfoloyogicheskie the means specifying in action in the past, on available reyozultat (BDI has demonstrated that.../BDI has shown, that...), and also leksicheyoskie units specifying in presence of experience and achievements of the company indukyotora in area, close to those in which the problem within the limits of the Design demand (AZtec's experience and proven techniques in audience analysis will dare... / Experience of company AZtec and the checked up methods of the analysis of an audience...).

The general information strategy is realised by means of two chastyonyh strategy: statements of a theme of discussion and the decision offer probleyomy. Private strategy of statement of a theme of discussion allows the recipient to get knowledge of a certain problem. The given strategy is presented by such tactics, as: tactics of informing on problem existence, tactics of underlining qualitative and quantity indicators, request tactics, explanation tactics. Language markers of tactics of informing about sushcheyostvovanii problems are the lexemes specifying in difficulty (challenge / difficulty, risk/risk), on absence something / necessity for something (need / necessity, lack / shortage); the lexemes designating a point of issue (ques­tion / a question, concern / a question demanding the permission). Presence of estimated judgements in texts of Design demands with use of simple and derivative adjectives (as a rule, with negative prefixes) in a combination to nouns (and adjectives or names sushcheyostvitelnye possess negative konnotatsiej) testifies about ispolzoyovanii tactics of underlining qualitative and quantity indicators (illegal levels / inadmissible concentration, profound hardship / a considerable hardship).

As to tactics of the request and explanation tactics verbs, vyrayozhajushchie the request and rendering assistance process (to request / to apply, support / to support), in aggregate with politeness formulas are typical means of actualisation of the first, and presence of terminological lexicon with the accompanying definition, generalising words with the subsequent homogeneous parts of the offer connected among themselves by a pretext including / including, parenthesises for example / e.g. / for example or a combination such as / such as - the second.

By means of private strategy of the offer of the decision of a problem osushcheyostvljaetsja transfer of knowledge of accessible ways of the decision of a certain problem from induktora to the recipient. Its tactics is the following: tactics formuliyorovanija private problems, instructions tactics on performance means postavlenyonyh problems, request tactics, tactics of the offer of the decision alternative existing, tactics of an explanation).

Tactics of a formulation of private problems is staticized by means of the lexemes designating problems (purpose) (task, objective / a problem), and infinitives as an adverbial modifier of purpose. The indicator of tactics of instructions on means vyyo
polnenija tasks in view the lexical units designating ways / of means of realisation of something (method/a way, by means of / posredyostvom) and volume of spent money resources (costs / expenses, budget / bjudyozhet) are. For both tactics the use of the verbs expressing neobyohodimost of performance of something (to need / to require, to require / to demand), and also a text rubrication is characteristic.

Request tactics is staticized by means of lexical units, vyyorazhajushchih the request (ask / to ask, requested / requested) or designating proyotsess grantings of money resources (funding / financing, grant / the grant). Language means of actualisation of tactics of the offer of the decision, alternayotivnogo existing, the lexical units designating proyotsess changes (to modify / to modify, to redefine / to rethink, different / otyolichnyj), verbs with iterative value (value of repeatability of action) with a prefix re - (re - a feather-) which express the actions aimed on reyoshenie of a problem (This project will ultimately redesign the current standard model for dye - sensitised solar cells are. / the Given project thoroughly. Reconstructs existing stanyodartnuju model sensibilizirovannyh dye of solar elements.).

Tactics of an explanation within the limits of strategy of the offer of the decision of a problem is staticized by means of the same language means, as tactics razjasneyonija within the limits of strategy of statement of a theme of discussion; distinction between them consists THAT demands an explanation - an essence of a problem or its ways resheyonija.

The general strategy of an intensification persuazivnogo influences are realised by means of two private strategy: argumentativnoj strategy and strateyogii formations of an emotional spirit. The general strategy of an intensification persuazivnogo influences is directed on change of the relation of the recipient to a problem and-or the ways of its decision described in the Design demand. At ukayozanii on change of opinion of the addressee does not affirm at all, that its initial position should be disapproving, it could be absent in general, i.e. the recipient could not reflect on this problem. Use private ar - gumentativnoj strategy in this case obligatorno so that that material which presents induktor, was supported with arguments, that promotes usiyoleniju persuazivnogo effect. Private argumentativnoj strategy concern tactics the following: comparison tactics, forecasting tactics, taktiyoka references to authority, tactics of reduction of scientific and statistical data.

Comparison tactics is staticized by means of means of expression of communicative categories of locality and temporalnosti, for example: AGUA member advocacy has pushed the drinking water crisis among rural, poor communities onto the radar of the Regional and State Water Quality Control Boards, whereas previously the chronic problem of groundwater contamination was virtually ignored. / Propagation of members of association promoted statement on the control of a critical situation with potable water in poor levels of population of rural areas from the state councils on inspektirovayoniju qualities of water at regional and national levels, thus, that earlier zastareyolaja the problem of pollution of subsoil waters was ignored.

Actualisation of tactics of forecasting is carried out by means of means of expression of a communicative category temporalnosti, the employee for problem reflexion in the present and the future, morphological means and the lexical units reflecting anticipated result of realisation or nerealizatsii of the project, and also conditional offers with verbs in izjaviyotelnom an inclination, assumptions underlining practicability, nayoprimer: If climate change... bring about any further loss of ecosystem services... tourism gains will be alleviated./if climate changes... The incomes received from tourism will lead to the further loss ekosistemnyh services, will be lowered.

Tactics of the reference to authority is staticized by means of the judgements estimating authority to which refers induktor, or company activity induktora on behalf of authority (Their customers, who include many well-known names, appreciate... the excellent quality of both product and service. / Their clients, including many known persons, appreciate excellent quality of a product and service). Besides, in this case lexical units (mainly, as a part of introduction designs), information specifying in a source or opinion (according to / in smb ' s view/form the perspective of / in the eyes of smb / in one ' s opi­nion/in opinion / it agree, with / in reference to/referring on) can be used.

Tactics of reduction of scientific and statistical data is staticized by means of quantity indicators, the data confirmed with someone by means of lexical units, specifying in an information or opinion source (according to / it agree, to report by / to inform someone), and also leksicheyoskih units designating process of carrying out of research (research, study, survey, investigation / research).

The emotional condition of the recipient influences acceptance by it opredelyonyonogo decisions concerning the offered project, therefore induktor, along with reduction of the facts resorts to implitsitnomu psychological vozdejstyoviju on subconsciousness of the recipient by means of private strategy of formation of an emotional spirit which is realised by means of two tactics: taktiyoki references to feelings of the recipient and praise tactics. Indicators taktiyoki references to feelings of the recipient are metaforizatsija and opened otse - nochnost speeches, and also the lexical units expressing emotsionalnoyopsihologicheskoe a condition induktora or participants of the project (.a woman who has lost all of her physical self, will experience... pride in her ability to help.../... The woman, koyotoraja has lost all physical I, will test... Pride of the ability poyomoch.) . Praise tactics is staticized by means of the lexical units specifying in changes, caused by activity of the recipient (... to replace outdated hospital beds with more appropriate ones/.zamenit out-of-date hospital cots on more suitable for use).

In the Conclusion are summed up and issledovayonija, consisting in studying and the description of other speech genres business disyokursa, adjoining with advertising, carrying out belief function adyoresata, prospects are outlined in revealing manipuljativnyh tactics not only pismennorechevogo, but also ustnorechevogo behaviour kommunikantov with use including payoralingvisticheskih means.

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A source: TORBIK Elena Mihajlovna. PERSUASOUS COMMUNICATIVE STRATEGIES IN BUSINESS DISCOURSE (based on English-language project proposals). ABSTRACT thesis for the degree of candidate of philological sciences. Tver - 2016. 2016

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