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，
至于体现说话人态度、判断的词汇语法形式，主 要包括诸如情态动词如may,will,should,can (2)中儿子用了情态动词can 表示请求，处于被动 地位；（3）中父亲虽然让步，但是仍然用了but 引导的祈使句，表示父亲的态度仍然是不愿理会 小儿子。
理论指导翻译实践
基于以上分析，译者将此段文本做了如下翻译，
Brief summary
Cohen presents in this book guidelines, personal
anecdotes, and practical advice on how to win a
negotiation. According to him, no matter where we
我非常生气，把手伸到桌子下面，抓住这个小家伙的肩膀，将他 狠狠地摔在我旁边的椅子上，低声对他说：“不准和我说话，不准 和你妈妈说话，不准和哥哥，姐姐说话......” 他回答道：“好吧，可是让我站在椅子上好不好？” “可以”我回答道。“但你得自己呆着” 而不是直译为： 我非常生气，把手伸到桌子下面，抓住这个小家伙的肩膀，将他 狠狠地摔在我旁边的椅子上，低声对他说：“不准和我说话，也不 准和你妈妈，你哥哥，你姐姐说话” 他回答道：“当然可以，但我能站在椅子上吗？” “好吧”我让步道。“但你得自己呆着”
"All right,"I conceded, "but just leave all of us alone!" （ 3）
——First chapter from You Can Negotiate Anything
这段对话是节选自本书中父亲和小儿子在餐厅就餐时的 一组对话。首先，基于初步印象便可以推断出语旨意特 征：双方的角色在地位上是有悬殊的，然后可推断出语 义特征：一方处于被动地位。接下来可以从词汇语法形 式上寻找证据。 （1）中用了祈使语气，言语功能为发号施令，父亲命 令儿子（2）中用了疑问语气，言语功能用来提问，想 要获取许可，儿子想获得父亲的许可（3）用了陈述句 和祈使语气回答，表示许可，加上命令，父亲命令儿子。
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
we want, try to sell our thoughts; and in return, we
allow the other person to get what they want.
Cohen outlines, in a negotiation, there are three crucial
persuasive and understanding the point of view of the other
side. Gaining an authority over a negotiation paves the way
for cooperation and involve the other participants to focus toward the same goal.
Time is an important variable as it is advantageous to be on the side with most time. He advises to set deadlines of our own making, without ignoring them. Next is information; the more you know, the better the chances of winning the negotiation. To summarize his thoughts, to win a negotiation, one should know where to take risks, when to act, and how long to prolong a negotiating act to get the information required.
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，I reached under the table,grabbed the culprit by his shoulders, and slammed him down on the seat beside me. I muttered, "Just sit there. Do not talk to me, your mother,your brother,or your sister!"（1） He replied,"sure,but can I stand on the chair?"（2）
.
About the Book
You Can Negotiate Anything, first published in 1982, is a book on negotiation by Herb Cohen. The book was a bestseller on the New York Times list for over 9 months. It is written in a storytelling way and explains to the reader the concepts and strategies of negotiation.
variables: power, time, and information. An effective
negotiator by taking
calculated risks, leveraging expertise, being persistent and
You Can Negotiate Anything
About the author
Herb Cohen has been called "the world's best negotiator." He's internationally renowned as a corporate and governmental consultant on negotiating strategy, commercial dealings and crisis management. As a U.S. presidential advisor, he has helped to formulate policy on hostage negotiations and terrorism. He is president of the Power Negotiations Institute in Northbrook, IL
are or whom we are with; we are in a negotiation : be
it with our spouse, our children, our parents, our co-
workers, and our friends.We discuss our ideas, what