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The Discourse of Business Negotiation / ed. by Johannes Wagner, Konrad Ehlich.

Contributor(s): Material type: TextTextSeries: Studies in Anthropological Linguistics ; 8Publisher: Berlin ; Boston : De Gruyter Mouton, [2011]Copyright date: ©1995Edition: Reprin 2011Description: 1 online resource (392 p.) : Num. figsContent type:
Media type:
Carrier type:
ISBN:
  • 9783110140392
  • 9783110881516
Subject(s): DDC classification:
  • 658.4 22
LOC classification:
  • HD58.6 .D57 1995eb
Other classification:
  • online - DeGruyter
Online resources: Available additional physical forms:
  • Issued also in print.
Contents:
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
Holdings
Item type Current library Call number URL Status Notes Barcode
eBook eBook Biblioteca "Angelicum" Pont. Univ. S.Tommaso d'Aquino Nuvola online online - DeGruyter (Browse shelf(Opens below)) Online access Not for loan (Accesso limitato) Accesso per gli utenti autorizzati / Access for authorized users (dgr)9783110881516

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 online access with authorization star

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

Issued also in print.

Mode of access: Internet via World Wide Web.

In English.

Description based on online resource; title from PDF title page (publisher's Web site, viewed 29. Jun 2022)