The discourse of business negotiation /

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Bibliographic Details
Call Number:Libro Electrónico
Other Authors: Ehlich, Konrad, 1942-, Wagner, Johannes
Format: Electronic eBook
Language:Inglés
Published: Berlin ; New York : Mouton de Gruyter, 1995.
Series:Studies in anthropological linguistics ; 8.
Subjects:
Negotiation in business.
Négociations (Affaires)
BUSINESS & ECONOMICS > Corporate Governance.
BUSINESS & ECONOMICS > Leadership.
BUSINESS & ECONOMICS > Organizational Development.
BUSINESS & ECONOMICS > Workplace Culture.
Negotiation in business
Verhandlung
Diskursanalyse
Wirtschaftssprache
Onderhandelingen.
Bedrijfsleven.
Discourse analysis.
Online Access:Texto completo
Table of Contents:
  • 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 marketplaceâ€?
  • Organisational power in business negotiations
  • Part III: Simulating business negotiations
  • Negotiation discourse and interaction in a cross-cultural perspective: The case of Sweden and SpainDyadic 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 negotiationsReferences
  • Index

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