The Discourse of Business Negotiation.
Ehlich, Konrad.
The Discourse of Business Negotiation. - 1st ed. - 1 online resource (400 pages) - Studies in Anthropological Linguistics Series ; v.8 . - Studies in Anthropological Linguistics Series .
Intro -- 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 negotiation 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.
No detailed description available for "The Discourse of Business Negotiation".
9783110881516
Negotiation in business.
Business.
Electronic books.
HD58.6 -- .D57 1995eb
658.4
The Discourse of Business Negotiation. - 1st ed. - 1 online resource (400 pages) - Studies in Anthropological Linguistics Series ; v.8 . - Studies in Anthropological Linguistics Series .
Intro -- 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 negotiation 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.
No detailed description available for "The Discourse of Business Negotiation".
9783110881516
Negotiation in business.
Business.
Electronic books.
HD58.6 -- .D57 1995eb
658.4