Negotiation in business meetings

Chapters in this book

1. Prelim pages i
2. Table of contents v
3. Foreword vii
4. Part I
5. Reputation and refutation 3
6. The mediator as power broker 19
7. “We are different than the Americans and the Japanese!” 39
8. Games of power 63
9. The grammar of bargaining 77
10. Negotiation in business meetings 91
11. Interlocutionary scenarios as negotiation of diatextual power 107
12. Part II
13. Addresser, addressee and target 125
14. Negotiation of irony in dialogue 139
15. A case of negotiation 149
16. Silence as a tool for the negotiation of sense in multi-parties conversations 167
17. Part III
18. The negotiation of affect in natural conversation 183
19. Implicit communication in political interviews 197
20. Negotiation of topics in professional e-mail-communication 215
21. Negotiation and identity 225
22. The negotiation of relevance 239
23. Unspoken assertions 253
24. Negotiating social relationships: Fontane’s gossip 267
25. General index 289
26. List of contributors 293