β Scribed by Konrad Ehlich (editor); Johannes Wagner (editor)
No coin nor oath required. For personal study only.
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 βvirtual marketplaceβ
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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