Submitted by JOSIANE SANTOS DE OLIVEIRA (josianeso) on 2017-08-01T13:55:12Z No. of bitstreams: 1 Mariana Dourado Castro_.pdf: 3163818 bytes, checksum: 2ff0f1fa27452a774199fd07ab71e354 (MD5) / Made available in DSpace on 2017-08-01T13:55:13Z (GMT). No. of bitstreams: 1 Mariana Dourado Castro_.pdf: 3163818 bytes, checksum: 2ff0f1fa27452a774199fd07ab71e354 (MD5) Previous issue date: 2017-03-14 / Nenhuma / Esta dissertação apresenta uma pesquisa a cerca da negociação no design de moda sobmedida, tendo como objetivo analisar os mecanismos usados pelos designers em momentos de conflitos durante o processo de projeto que envolve a participação do cliente. Para tanto é apresentado referencial teórico em dois capítulos. Onde inicialmente, são discorridos os conceitos de design, aspectos referentes aos processos e modelos de projetos de design, para por fim descrever o processo característico dos projetos de moda sobmedida. Segue-se a abordagem conceitos relativos a conflito e negociação, importância da negociação e meios para a solução de conflitos. A investigação em caráter exploratório com abordagem qualitativa foi realizada por meio a entrevistas semiestruturadas, buscando a visão dos designers, que foram submetidas à Analise de Conteúdo. Após apresentação dos resultados obtidos, são dispostas as discussões ampliando os conhecimentos sobre a compreensão de como designers de moda agem ao enfrentar momentos de conflito junto a seus clientes em projetos exclusivos. A pesquisa contribuiu para a discussão do tema, bem como foi esclarecedora em relação à prática de projeto de moda envolvendo os clientes. / This dissertation presents a research about the negotiation in custom-made fashion design, having as obtectives to analyse the mechanisms used by designers to solve conflicts during the design prosses involving the participation of the client. For this purpose, the theoretical reference is presented in two chapters, where it is discussed the concepts of design, aspects related to processes of the designers and tools for conflict resolution. It was carried out the exploratory research with qualitative approach through semi-structured in-depth interviews, seeking the view of designers who were submitted to the Content Analysis. After the presentation of the results obtained, it is presented the discussions, increasing the knowledge on the understanding of how fashion designers act when facing moments of conflict with their clients in exclusive designs . The research not only contributed for the discussion of the theme but was also illustrative as to the practice of fashion design involving clients.

Why do some communities have access to essential services, such as water or health care, and neighboring communities do not? How do citizens influence the distribution of public services? This dissertation presents a theory of "trading favors" in which I argue that communities can coordinate and trade their collective votes for preferential access to public services. This long-term relationship with politicians is a form of local distributive politics, and I highlight that neighborhood associations provide a platform for voters to organize and increase their bargaining power towards politicians. I argue that 1) high community activity and 2) strong, unified leadership can enable group members to coordinate their votes before an election and get the attention of politicians after the election to improve their access to public services. I focus on variation in water access: water scarcity is a growing global concern, and access to water is often manipulated as a political tool. During 18 months of fieldwork, I collected extensive qualitative and quantitative evidence from the state of Ceará in Northeast Brazil. I include a historical discussion of the origins of community organizing and introduce a typology of community organizing. I illustrate the theoretical mechanisms through case studies of neighboring communities that draw on 104 qualitative interviews with rural residents, local leaders, state bureaucrats, and academic experts. I test my main hypotheses through statistical analysis of an original household survey with 1,990 respondents from 120 rural communities merged with precinct-level electoral data. I also analyze long-term voting patterns at over 15,000 electoral precincts across Ceará in five municipal elections. I find that water access is most reliable and secure in communities with high community activity, strong social ties, and constant leadership. I find evidence for my main mechanism: organized communities are more likely to concentrate their votes, and bloc voting improves water access. Communities are very consistent in their bloc voting behavior over time: the same places continue to concentrate their votes, and the same places continue to disperse their votes. I also find evidence that many communities switch allegiance across elections, which indicates that communities are credible in their threats to switch their electoral support if they do not get the services they need. My findings shed light on the important but poorly understood influence of collective action on local politics and development. The distributive politics literature tends to focus on decision-making by parties and politicians. My results demonstrate the agency of voters in organizing collectively to select and influence candidates that make distributive appeals, especially through neighborhood associations. I develop our understanding of local leaders, who often serve as development/vote brokers and intermediate access to the state, and I provide evidence that poor citizens bargain with their votes and can use bloc voting as a grassroots strategy for improving public service access.

La thèse produit une anthropologie du dialogue qui, outre l’observation des rencontres orales, reconnaît au texte de dialogue des moyens propres de construction de nos représentations de la communication. Elle ancre la pensée du dialogue dans l’analyse des formes visuelles des textes de dialogue. La recherche procède en trois étapes. La première problématise l’acte de description de l’objet « texte de dialogue », défini comme le côte à côte de fragments de textes, ou « diatextes », dont les instances d’énonciation sont différentes. La seconde décrit les formes d’organisation spatiale des textes de dialogue. La troisième étape explore la possibilité d’une phénoménologie du dialogue ancrée dans la plastique propre des textes de dialogue. La pratique du regard frotté aux formes diatextuelles en vient à accoucher de certaines conceptions de la communication – éthiques, systémiques, esthétiques – de sorte que ces modèles textuels intériorisés structurent notre pratique des conversations. / This thesis is designed to produce a theory of dialogue that does not only take into account the observation of face to face oral encounters, but also gives a chance to the written form of dialogues to build up some of our representations of communication. The purpose is to show how the way we think and talk about human dialogue depends upon some criteria of description embedded in the visual aspects of textual dialogues, ranging from theatre editions to email communications. The research is developed in three stages. The first one raises the question of how to describe an object such as a « textual dialogue », defined as the collage of textual fragments, called « diatexts », coming from different sources. The second stage fully describes the spatial organization of textual dialogues. The third stage explores the possibility of an anthropology of dialogue shaped by the plasticity of written dialogues. It argues that some of our ideas about communication – whether ethical, systemic, aesthetic or metaphysical – are influenced by the act of reading and looking at written dialogues taken as textual images. Thus, interiorized textual patterns may structure « natural » conversations.

O atual momento de incertezas induzidas pelas mudanças climáticas no agronegócio brasileiro tem-se mostrado oportuno para pesquisar as ações em torno das cadeias produtivas como um todo. Analisar como o agronegócio brasileiro está se preparando para se posicionar e agir diante das novas realidades climáticas é crucial tanto para a academia como para o futuro das atividades produtivas. As incertezas geradas por esse novo contexto associadas à ausência de diálogos e de diretrizes assim como a resistência a mudanças e a falta de confiança entre os stakeholders do agronegócio tornam-se problemas para o agronegócio,. Assim, a formação de redes entre stakeholders do agronegócios é fundamental para promover o conhecimento coletivo e propor convenções específicas para o momento atual e para o futuro. Nesse contexto, o conflito entre produção de bioenergia e alimentos é uma discussão central no agronegócio mundial e nacional. As questões levantadas nesta pesquisa são: como os diálogos entre stakeholders do agronegócio podem contribuir com os relacionamentos entre as organizações em rede? Qual o papel no agronegócio na discussão das mudanças climáticas no contexto do dilema da bioenergia? O objetivo da presente pesquisa é o de propor um framework para analisar a natureza dos diálogos entre stakeholders e os modelos criados para atuar nos conflitos da bioenergia e das oportunidades em redes voltadas para bioenergia com relação às mudanças climáticas no agronegócio brasileiro. Para isso, foram usadas as abordagens teóricas de Stakeholders, Redes, Negociação, Conflitos e Teoria das Convenções. Esta pesquisa classifica-se como de natureza exploratória e qualitativa, e o método adotado para a realização desta pesquisa é o de estudo de casos. Foram analisadas as organizações relacionadas com bioenergia participantes do Instituto ARES. O ARES é uma instituição inédita ligado ao agronegócio Brasileiro com intuito de promover o diálogo entre as cadeias produtivas.Os resultados da pesquisa mostram que o dilema de produção de bioenergia e alimento são aceitos seriamente pelos stakeholders, uma vez que estão dispostos a agirem em conjunto, criando bases para construção da confiança entre as diferentes cadeias produtivas; isto é, cadeias produtivas diferentes preocupando-se com outras cadeias. Esta visão permite a formação de redes, mesmo com os conflitos que existem entre elas, com negociações embasadas em confiança, coletividade, comunicação, interesses diversos com soluções únicas (estratégicas) em forma de convenções. A contribuição da pesquisa está relacionada as novas formas de análises teóricas entre os stakeholders do agronegócios. / The current moment of uncertainties induced by climate changes in the Brazilian agribusiness has been convenient for researching the actions related to the productive chains as a whole. Analyzing the way chosen by the Brazilian agribusiness to face the new climate realities is crucial both for the academy and the future of productive activities. The uncertainties generated by the new context associated to the absence of dialogues and guidelines as well as the resistance to changes and the lack of confidence among the agribusiness stakeholders have become a problem for the agribusiness. Then, it is fundamental the network formation among the agribusiness stakeholders to promote the collective knowledge and propose specific conventions for the current moment and the future. In this context, the conflict between bioenergy production and food is the central discussion of the national and international agribusiness. The issues raised in this survey are: How can the dialogues among the agribusiness stakeholders contribute to the relationships among the organizations of the network? What is the role of agribusiness in the discussion of climate changes within the bioenergy dilemma? The goal of this survey is to propose a framework to analyze the nature of dialogues among stakeholders and the models created to act in the conflicts of bioenergy and the opportunities in networks linked to bioenergy in relation to the climate changes in the Brazilian agribusiness. The theoretical approaches of Stakeholdes, Networks, Negotiation, Conflicts and Convention Theories were used to answer these questions. This survey is classified as exploratory and qualitative in nature and the method adopted is the case study. It was analyzed the organizations related to bioenergy participating in the Institute ARES. ARES is a new institution linked to the Brazilian agribusiness, aiming at promoting the dialogue among the production chains. The results of the survey show that the dilemma of bioenergy and food production are seriously considered by the stakeholders, since they want to act together, creating bases for the construction of confidence among the different productive chains; that is, different productive chains worried about other chains. This view allows the network formations, even with the conflicts existing among them, using negotiations based in trust, collectivity, communication and different interests related to exclusive solutions (strategies) used as conventions.The contribution of this survey is related to the new ways of theoretical analyzes among the stakeholders of agribusiness.

Fondée sur une démarche de terrain qualitative, cette thèse propose une analyse géographique de la pauvreté urbaine dans une des plus grandes villes du monde. La métropole de Jakarta, agglomération de plus de vingt millions d’habitants, s’affirme comme ville vitrine de la croissance économique de l’Indonésie et comme point relais de la mondialisation, où la pauvreté n’aurait, en somme, plus lieu d’être. Pourtant, en augmentant les situations de vulnérabilité de certaines populations, les dynamiques urbaines en œuvre contribuent à la mise sous tension de l’espace urbain.L’entrée par le concept de pauvreté en géographie permet de saisir la diversité des positions sociales et spatiales qui se conjuguent, se concurrencent et se négocient dans cet espace urbain, au gré des rapports de force en œuvre. Au-delà de la pauvreté en tant qu'état, il s’agit de prendre en compte les parcours individuels et collectifs liés au phénomène, en les insérant dans les trajectoires des lieux – depuis l’échelle du quartier à celle de l’aire métropolitaine.Plus que les seuls enjeux de définition, ce travail examine le rôle des représentations et des intérêts des groupes stratégiques dans la production de politiques urbaines profondément ancrées dans les idéologies dominantes, le néolibéralisme urbain notamment.Enfin, l’analyse croisée de plusieurs types d’espaces de la pauvreté à Jakarta et à Bekasi montre les disparités en termes d’appropriations et de pratiques de l’espace urbain. Ainsi, au-delà d’une dualisation de la société urbaine d’une métropole contemporaine, cette thèse pointe la segmentation des intérêts à agir des citadins considérés comme pauvres, selon leurs sentiments de légitimité et leurs modalités d’appartenance à la ville, ancrant alors la réflexion géographique dans un questionnement politique. / Based on qualitative methodologies, this PhD dissertation proposes a geographical analysis of urban poverty, in one of the biggest city in the world. The urban region of Jakarta counts more than twenty millions of inhabitants. It comes up as the showcase for economic success in Indonesia and a node of globalization, where one could expect the level of poverty to have decreased. Yet, current urban dynamics contribute to unsettle urban spaces increasing the vulnerability of poor people. The examination of the concept of poverty through a geographical lens allows to grasp the diversity of social and spatial positions and positionnings, from the neighborhood level to the metropolitan area. It helps also to investigate how they compete with each other and are (re)negotiated and interwoven under the influence of power relations. More than the mere situation of poverty, this work is based on a cross-analysis of individual and collective trajectories and spatial transformations. Further than the issue of defining poverty, this thesis explores the role of representations and the interest of stakeholders in urban policies related to mainstream ideologies, such as urban neoliberalism. Finally, a comparison between different types of poverty’s spaces in Jakarta and in Bekasi shows the strong differences in space’s appropriations and space’s uses. Beyond the idea of dualization of the urban society, this study aims to highlight the segmented interests of citizens, according to their sense of being legitimate in the city and their sense of belonging to the city. This shows how much the geographical inquiry is political.

Os estudos acerca dos modos de ação discursiva especialmente, no que se refere aos gêneros discursivos são marcados por uma grande pluralidade de abordagens, que tendem a enfatizar ora a polarização, ora a integração das noções de estabilidade, dinamicidade, produto e processo como princípios fundamentais de sua constituição. Nesta tese por meio de um diálogo entre a Teoria da Estruturação (GIDDENS, 2009), a proposta crítico-discursiva (FAIRCLOUGH, 2007), a Linguística Sistêmico-Funcional (HALLIDAY & MATTHIESSEN, 2004) e o conceito de Tradição Discursiva (KABATEK, 2004) , concebe-se e analisa-se a ação discursiva a partir de seus processos de construção, apresentando uma proposta teórico-metodológica calcada em procedimentos quantitativos e qualitativos que enfocam a depreensão de padrões semântico-discursivos de recursos linguísticos socialmente motivados e funcionalmente coesos, orientados em termos teleológicos e negociativos que busca fornecer bases para o exame do embate fundamental, intrínseco às práticas discursivas, entre os processos de estabilização geridos, principalmente, pelas coerções estruturais das distintas esferas dos sistemas sociais, que, por meio de sua deontologia, hierarquizam os padrões preferenciais de recursos linguísticos associados à realização de determinadas teleologias socialmente motivadas e dinamização promovidos pelos atores sociais em relação às instituições e das organizações diante da esfera, em uma atividade negociativa constante que atua na tensão entre padronização e inovação, entre resistência e complacência, entre hegemonia e alternatividade. Nessa perspectiva, tornou-se possível examinar o processo de negociação intersubjetiva empreendido nos editoriais da imprensa paulistana de bairro, o que permitiu depreender tanto suas idiossincrasias institucionais e identitárias, quanto as preferências deontológicas relativas à esfera e aos imperativos de comunicação contemporâneos, associados ao mercado simbólico. Desse modo, pôde-se constatar que a imprensa paulistana de bairro constitui-se em uma esfera multifacetada, cujos editoriais apresentam padrões preferenciais variados de construção discursiva, tanto em termos sintagmáticos quanto paradigmáticos, cumprindo diversas teleologias centrais criticar, exortar, exaltar e informar , de modo a perpassar múltiplas estratégias de construção de autoridade, credibilidade, intimidade e comprometimento, atualizadas segundo uma combinatória complexa de recursos interpessoais de avaliatividade, envolvimento e exortatividade. / The studies about the discursive ways of acting specially, the ones which focus the notion of genre are marked by a vast plurality of approaches, stressing either the polarization, either the integration of the notions of stability, dynamicity, product and process as fundamental principles of their constitution. This thesis through a convergence between the Structuration Theory (GIDDENS, 2009), the critical discursive approach (FAIRCLOUGH, 2007), the Systemic-Functional Linguistics (HALLIDAY & MATTHIESSEN, 2004) and the concept of Discourse Tradition (KABATEK, 2004) conceives and analyzes the discursive action considering its process of construction, proposing a methodological and theoretical approach based on quantitative and qualitative procedures that emphasize the detection of discursivesemantic patterns of socially motivated and functionally cohesive linguistic resources, oriented in terms of teleology and intersubjective negotiation which aims to provide basis for the investigation of the fundamental conflict between processes of stability governed, mainly, by the structural coercions of distinct fields in the social systems, which, by means of their deontology, hierarchize the preferential patterns of linguistic resources associated with the execution of certain socially motivated functionalities and dynamicity promoted by social actors in interaction with institutions and by organizations towards their fields of activity, in a constant negotiative development that operates in the tension between standardization and innovation, resistance and compliance, hegemony and alternativity. Thus, it became possible to examine the process of intersubjective negotiation undertaken in São Paulo citys local press editorials, allowing the detection of not only institutional and identificational idiosyncrasies, but also of the deontological preferences associated with the field of activity and the contemporary imperatives of communication, which are intrinsically connected to the developments in the symbolic market. Hence, we could establish that the local press constitute itself as a multifaceted field, with editorials that hold several preferential patterns of discursive construction, encompassing both paradigmatic and syntagmatic compositionality, and fulfill diverse central functionalities criticizing, exhorting, praising and informing , achieved by the actualization of multiple strategies of authority, credibility, intimacy and commitment construal, allowed by a complex combination of interpersonal resources of appraisal, involvement and exhortation.

O objetivo deste trabalho é analisar influências do Fit Estratégico para o alcance de acordos em negociações de Fusões e Aquisições (F&A). A metodologia envolveu pesquisa qualitativa com suporte quantitativo para desenvolver estrutura analítica que integrasse elementos de F&A e Negociação, permitindo identificar e avaliar 115 variáveis em 20 casos reais de negociações de F&As, 10 com Acordo Alcançado e 10 com Acordo Não Alcançado. Embora com limitações, o estudo alcançou os objetivos propostos identificando quatro Macrorrelações de Influência (MRI) principais: Existência de Fit Estratégico influencia positivamente a chance de acordo, através das Sinergias, assim como sua ausência influencia negativamente; Riscos e Impedimentos integram a Equação de Valor para o Comprador, quando eles ameaçam a captura de valor, podem inviabilizar a chance de acordo; Pressões Indutoras influenciam positivamente a chance de acordos em operações de F&As; e, Interesses Críticos Convergentes são condição precedente para o alcance de acordos em operações de F&As. Esta dissertação contribui para o desenvolvimento de uma visão integrada entre F&A e Negociação, permitindo uma conduta mais consciente, consistente e estratégica para alcançar acordos. Atenção particular é dada à MRI que envolve Fit Estratégico. Além de demonstrar ser forte fator de influência (82% dos casos com Fit atingiram acordo), a estrutura analítica quantitativa utilizada se revelou robusta (os resultados observados nos 20 casos confirmam estudo anterior com 218 casos de Shelton, 1988), apresentando aptidão para ser convertida em ferramenta de suporte à decisão, já que permite avaliar potencial sinérgico entre empresas e nichos de mercado. / The objective of this work is to analyze the influences of Strategic Fit in order to reach agreements in Mergers and Acquisitions (M&A) negotiations. The method involved a qualitative research with quantitative support to develop an analytical framework that integrates elements of M&A and Negotiation, allowing to identify and evaluate 115 variables in 20 actual cases of M&A negotiations of Which 10 Reached a Deal, and 10 Did Not Reach a Deal. Although with limitations, the study achieved its proposed objectives identifying four macro-relations of influence (MRI): Strategic Fit presence positively influences the chance of an agreement, through Synergies and its absence has a negatively influence; Risks and Impediments are part of the Value Equation to the Buyer, when threatening the capture of value they can prevent the chance of agreement; Inducing Pressures positively influences the chance of agreements in M&A transactions; and Critical Converging Interests is a pre-condition to reach agreements in M&A operations. This dissertation contributes to the development of an integrated view between M&A and Negotiation, enabling a more cognizant, consistent and strategic behavior in order to reach agreements. Particular attention is given to the MRI that involves Strategic Fit, as it proved a strong influencing factor (82% of cases with Strategic Fit reached an agreement). As well, the quantitative analytical framework used showed to be robust (results in the 20 cases studied in here confirmed a previous study by Shelton in 1988 of 218 cases) indicating potential to become a decision-supporting tool, since it allows the synergy potential evaluation between companies and market niches.

O presente trabalho visa a uma reflexão sobre necessidade da utilização da mediação, como procedimento útil na administração dos conflitos coletivos de trabalho. Pondera-se que o desenvolvimento da mediação em todos os campos da vida social não deve ser apresentado apenas como uma alternativa ao Judiciário, e sim como um novo modo de regulação social, que prioriza a reconstrução das relações futuras e o respeito às suas necessidades específicas. Partindo do conceito de conflito, dos fatores que o influenciam, de suas formas de exteriorização e de suas especificidades no direito coletivo do trabalho, o estudo questiona se o excessivo intervencionismo estatal presente em nosso ordenamento jurídico não limita a efetiva autonomia sindical e engessa o comportamento dos grupos sociais. Trata do contra-senso existente entre o ilusório estímulo à negociação coletiva e o reconhecimento da solução jurisdicional compulsória, já que o Poder normativo ainda é o meio utilizado para tornar certo o conflito coletivo do trabalho. Propõe um conceito da mediação, indicando seus objetivos, princípios e diferenciando-a dos demais meios de solução de conflitos. Procura esclarecer de que maneira a mediação pode ser utilizada como instrumento de transformação cultural e pacificação social, abordando-a como meio capaz de auxiliar o Poder Judiciário, tanto no aspecto da diminuição do número de ações judiciais, quanto na utilização de seus métodos para aprimoramento da atividade jurisdicional. O acesso à Justiça é um direito fundamental, que não está limitado ao acesso ao Poder Judiciário, podendo servir de ferramenta às organizações da sociedade civil para pressionar o Estado na busca da realização de políticas públicas eficientes, com vistas à disponibilização de instrumentos jurídicos necessários à aproximação do Direito da idéia de Justiça como força transformadora dos conflitos. Trata, assim, da necessidade de desenvolvimento de uma política pública de incentivo à utilização da mediação como instrumento de acesso à Justiça, voltada à construção de uma cultura da paz e à manutenção das relações continuadas. / The present work objectives a reflection on the need of mediation as a useful process in the management of collective labor conflicts. It is considered that the development of mediation in all fields of social life should not be presented exclusively as an alternative to the Judiciary, but as a new mode of social regulation, which gives priority to the reconstruction of future relations and the respect to its specific needs. Assuming the concept of conflict, of the factors that influence it, of its forms of outward expression and of its particularities in the collective right of labor, the study investigates if the excessive state interventionism present in our juridical ordinance does not limit the effective union autonomy and controls the behavior of social groups. It deals with the existing paradox between the apparent stimulus to collective negotiation and the acknowledgement of compulsory jurisdictional solution, once the normative Power still is the used mean to make right the collective labor conflict. A concept of mediation is proposed, appointing its objectives, principles and differentiating it from the other means of solution for conflicts. It attempts to make clear that a mean of mediation may be used as an instrument of cultural modification and social pacification, approaching it as an able mean to help the Judiciary, both on the reduction of the number of juridical suits, and on the employment of its methods for the improvement of jurisdictional activity. The access to Justice is an essential right, which is not limited to the access of the Judiciary, being able to serve as a tool for organizations of civil society to pressure the State on the search of effective public policies, examining the availability of necessary juridical instruments in the approach of Law to the notion of Justice as a transforming strength of conflicts. It deals with the need of the development of a public policy of incentive to the employment of mediation an instrumental of acess to Justice, facing the construction of peace culture and of the maintenance of continuous relations.

Adopting a Socio-Constructivist theoretical framework, this study investigated the French language discourse produced by a focal group of five intermediate learners of French while immersed in a virtual learning environment (VLE) and engaged in a problem-based activity. Adopting a mixed methods approach, this study analyzed both quantitative and qualitative data to examine the second language (L2) negotiation and co-construction of meaning process in this group's discourse; as well, it investigated these learners' emerging L2 critical thinking, problem solving, and technology literacy skills. Results indicated that the discourse produced by these students was significantly impacted by the problem-based activity itself, and characterized by a progressive trend towards higher levels of L2 critical thinking, with sustained episodes of negotiation and co-construction of meaning. Most notably, the discourse analysis indicated that it was during the consensus-building phase of the problem-based activity that most instances of higher level critical thinking occurred. Moreover, the 3-D representation of learners (as avatars) and space, as well as the immediacy of synchronous chat-based interactions in the VLE had a positive social, motivational, and linguistic impact on this process. These results lend support to the claim that VLEs, with an underlying problem-based and consensus-building component, provide optimal learning opportunities for learners to develop L2 critical thinking and problem solving abilities. Discussion is offered about the benefits of a mixed methods approach to research, as well as about the reliability and validity of Hull & Saxon's (2009) Interaction Analysis model for L2 discourse analysis. Implications for the L2 classroom as well as for future research on L2 negotiation of meaning are also provided.

眾所矚目的第一次「辜汪會談」在辜振甫與汪道涵握手、坐上談判桌、簽署協議後落幕，兩岸從此進入一個充滿變數的「談判時代」。無論台灣兩千萬人如何看待這次的辜汪會談，也無論各界對這次會談的定位呈現多大的認知差距，兩岸關係從對抗、隔絕到走向談判桌，已是種必然的發展。如此的時代意義，正是從事本文研究的基本動機。 　　面對兩岸談判時代的來臨，能否從第一次「辜汪會談」雙方的談判行為中尋出脈絡，作為兩岸日後談判的範例，是本文所欲深入研究之處。而文中除了對兩岸的談判行為作客觀的分析外，亦關心該會談對台灣所造成的衝擊與影響。藉由辜汪會談獲得啟示，使我方政府在面對中共這麼一個實力強大、戰略目標明確且戰術手段靈活的談判對手時，能夠步步紮實、開拓勝機，正是本文研究期許達到之目的。本論文分為五章，十四節，共計十萬餘字。第一章為導論，選寫本論文之研究動機、目的、方法、途徑、範圍與架構。第二章則將一般的談判概念及中共的談判理念作一歸納說明，並概述兩岸事務性談判。第三章說明第一次辜汪會談前兩岸關係的發展及會談的完整經過。第四章則分析台灣與中共雙方在會談中的談判行為，並以第二章所提之談判概念加以檢視。第五章結論，探討第一次辜汪會談對現階段兩岸關係及國際關係呈現的意義，並對會談作一綜合評析，以期台灣能自此次會談獲得啟示，為日後談判開拓勝機。