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The Discourse of Business Negotiation.

By: Contributor(s): Material type: TextTextSeries: Studies in Anthropological Linguistics SeriesPublisher: Berlin/Boston : De Gruyter, Inc., 1995Copyright date: ©1995Edition: 1st edDescription: 1 online resource (400 pages)Content type:
  • text
Media type:
  • computer
Carrier type:
  • online resource
ISBN:
  • 9783110881516
Subject(s): Genre/Form: Additional physical formats: Print version:: The Discourse of Business NegotiationDDC classification:
  • 658.4
LOC classification:
  • HD58.6 -- .D57 1995eb
Online resources:
Contents:
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.
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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".

Description based on publisher supplied metadata and other sources.

Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2024. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.

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