The Discourse of Business Negotiation

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The Discourse of Business Negotiation

Edited by: and

Language: English

Published/Copyright: 1995

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This book is in the series

Volume 8 | Studies in Anthropological Linguistics

Topics

Linguistics and Semiotics Theoretical Frameworks and Disciplines Sociolinguistics
Linguistics and Semiotics Theoretical Frameworks and Disciplines Linguistics, other

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I-IV
I

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Acknowledgements
V

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Contents
VII

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Introduction
1
Konrad Ehlich–Johannes Wagner

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Part I Business negotiation as discourse type
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What makes a discourse a negotiation?
9
Johannes Wagner

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Negotiation, decision-making and formalism: The problem of form and substance in negotiation analysis
37
David Francis

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Part II Discourse structures in business negotiations
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International sales talk
67
Jochen Rehbein

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The management of discourse in international seller-buyer negotiations
103
Helen Marriott

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Telenegotiation and sense-making in the "virtual marketplace"
127
Alan Firth

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Organisational power in business negotiations
151
Mirjaliisa Charles

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Part III Simulating business negotiations
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Negotiation discourse and interaction in a cross-cultural perspective: The case of Sweden and Spain
177
Lars Fant

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Dyadic and polyadic sequencing patterns in Spanish and Danish negotiations interaction
203
Annette Grindsted

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English and Danish communicative behaviour in negotiation simulations. On the use of intratextual and intertextual repetition
223
Flemming G. Andersen

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An analysis of language use in negotiations: The role of context and content
243
Joyce Neu-John and L. Graham

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Part IV Politeness and disagreement in business negotiations
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The expression of disagreement
275
Judith Stalpers

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Culturally determined facework priorities in Danish and Spanish business negotiation
291
Anette Villemoes

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Politeness in French/Dutch negotiations
313
Per van der Wijst-Jan Ulijn

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References
349

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Index
373

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Publishing information

Pages and Images/Illustrations in book

eBook published on:

June 24, 2011

eBook ISBN:

9783110881516

Hardcover published on:

October 13, 1995

Hardcover ISBN:

9783110140392

Edition:

Reprin 2011

Pages and Images/Illustrations in book

Front matter:

8

Main content:

392

Other:

Num. figs.

https://doi.org/10.1515/9783110881516

eBook ISBN: 9783110881516

Hardcover ISBN: 9783110140392

Keywords for this book

Verhandlung; Diskursanalyse; Aufsatzsammlung

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The Discourse of Business Negotiation

Overview

Topics

Table of contents

I-IV

Acknowledgements

Contents

Introduction

What makes a discourse a negotiation?

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

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

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

The expression of disagreement

Culturally determined facework priorities in Danish and Spanish business negotiation

Politeness in French/Dutch negotiations

References

Index

Bibliographic data