TY  - BOOK
AU  - Andersen,Flemming G.
AU  - Charles,Mirjaliisa
AU  - Ehlich,Konrad
AU  - Fant,Lars
AU  - Firth,Alan
AU  - Francis,David
AU  - Graham,L.
AU  - Grindsted,Annette
AU  - Marriott,Helen
AU  - Neu-John,Joyce
AU  - Rehbein,Jochen
AU  - Stalpers,Judith
AU  - Ulijn,Per van der Wijst-Jan
AU  - Villemoes,Anette
AU  - Wagner,Johannes
AU  - Wagner,Konrad Ehlich–Johannes
TI  - The Discourse of Business Negotiation
T2  - Studies in Anthropological Linguistics
SN  - 9783110140392
AV  - HD58.6 .D57 1995eb
U1  - 658.4 22
PY  - 2011///]
CY  - Berlin, Boston : 
PB  - De Gruyter Mouton, 
KW  - Negotiation in business
KW  - Aufsatzsammlung
KW  - Diskursanalyse
KW  - Verhandlung
KW  - LANGUAGE ARTS & DISCIPLINES / Linguistics / General
KW  - bisacsh
N1  - 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; Issued also in print
UR  - https://doi.org/10.1515/9783110881516
UR  - https://www.degruyter.com/isbn/9783110881516
UR  - https://www.degruyter.com/document/cover/isbn/9783110881516/original
ER  -