Negotiation, decision-making and formalism: The problem of form and substance in negotiation analysis

Chapters in this book

1. I-IV I
2. Acknowledgements V
3. Contents VII
4. Introduction 1
5. Part I Business negotiation as discourse type
6. What makes a discourse a negotiation? 9
7. Negotiation, decision-making and formalism: The problem of form and substance in negotiation analysis 37
8. Part II Discourse structures in business negotiations
9. International sales talk 67
10. The management of discourse in international seller-buyer negotiations 103
11. Telenegotiation and sense-making in the "virtual marketplace" 127
12. Organisational power in business negotiations 151
13. Part III Simulating business negotiations
14. Negotiation discourse and interaction in a cross-cultural perspective: The case of Sweden and Spain 177
15. Dyadic and polyadic sequencing patterns in Spanish and Danish negotiations interaction 203
16. English and Danish communicative behaviour in negotiation simulations. On the use of intratextual and intertextual repetition 223
17. An analysis of language use in negotiations: The role of context and content 243
18. Part IV Politeness and disagreement in business negotiations
19. The expression of disagreement 275
20. Culturally determined facework priorities in Danish and Spanish business negotiation 291
21. Politeness in French/Dutch negotiations 313
22. References 349
23. Index 373