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The discourse of business negotiation / edited by Konrad Ehlich, Johannes Wagner.
- Format:
- Book
- Series:
- Studies in anthropological linguistics 8.
- Studies in anthropological linguistics ; 8
- Language:
- English
- Subjects (All):
- Negotiation in business.
- Business.
- Physical Description:
- viii, 392 p. : ill.
- Edition:
- Reprin 2011
- Other Title:
- Discourse of business
- Place of Publication:
- Berlin ; New York : Mouton de Gruyter, 1995.
- Language Note:
- English
- Summary:
- No detailed description available for "The Discourse of Business Negotiation".
- Contents:
- Front matter
- Acknowledgements
- Contents
- Introduction / Wagner, Konrad Ehlich-Johannes
- Part I Business negotiation as discourse type
- What makes a discourse a negotiation? / Wagner, Johannes
- Negotiation, decision-making and formalism: The problem of form and substance in negotiation analysis / Francis, David
- Part II Discourse structures in business negotiations
- International sales talk / Rehbein, Jochen
- The management of discourse in international seller-buyer negotiations / Marriott, Helen
- Telenegotiation and sense-making in the "virtual marketplace" / Firth, Alan
- Organisational power in business negotiations / Charles, Mirjaliisa
- Part III Simulating business negotiations
- Negotiation discourse and interaction in a cross-cultural perspective: The case of Sweden and Spain / Fant, Lars
- Dyadic and polyadic sequencing patterns in Spanish and Danish negotiations interaction / Grindsted, Annette
- English and Danish communicative behaviour in negotiation simulations. On the use of intratextual and intertextual repetition / Andersen, Flemming G.
- An analysis of language use in negotiations: The role of context and content / Neu-John, Joyce / Graham, L.
- Part IV Politeness and disagreement in business negotiations
- The expression of disagreement / Stalpers, Judith
- Culturally determined facework priorities in Danish and Spanish business negotiation / Villemoes, Anette
- Politeness in French/Dutch negotiations / Ulijn, Per van der Wijst-Jan
- References
- Index
- Notes:
- Bibliographic Level Mode of Issuance: Monograph
- Includes bibliographical references (p. 349-372) and indexes.
- ISBN:
- 9783110881516
- 3110881519
- OCLC:
- 979762605
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