Normal view MARC view ISBD view

The Discourse of Business Negotiation / ed. by Johannes Wagner, Konrad Ehlich. - Reprin 2011 - 1 online resource (392 p.) : Num. figs. - Studies in Anthropological Linguistics ; 8 .

I-IV -- Acknowledgements -- Contents -- Introduction -- Part I Business negotiation as discourse type -- What makes a discourse a negotiation? -- Negotiation, decision-making and formalism: The problem of form and substance in negotiation analysis -- Part II Discourse structures in business negotiations -- International sales talk -- The management of discourse in international seller-buyer negotiations -- Telenegotiation and sense-making in the "virtual marketplace" -- Organisational power in business negotiations -- Part III Simulating business negotiations -- Negotiation discourse and interaction in a cross-cultural perspective: The case of Sweden and Spain -- Dyadic and polyadic sequencing patterns in Spanish and Danish negotiations interaction -- English and Danish communicative behaviour in negotiation simulations. On the use of intratextual and intertextual repetition -- An analysis of language use in negotiations: The role of context and content -- Part IV Politeness and disagreement in business negotiations -- The expression of disagreement -- Culturally determined facework priorities in Danish and Spanish business negotiation -- Politeness in French/Dutch negotiations -- References -- Index

restricted access http://purl.org/coar/access_right/c_16ec




Mode of access: Internet via World Wide Web.


In English.

ISBN: 9783110140392 9783110881516

Standard No.: 10.1515/9783110881516 doi

Subjects--Topical Terms:
Negotiation in business.
Aufsatzsammlung.
Diskursanalyse.
Verhandlung.
LANGUAGE ARTS & DISCIPLINES / Linguistics / General.

LC Class. No.: HD58.6 / .D57 1995eb

Dewey Class. No.: 658.4