The Discourse of Business Negotiation / / ed. by Johannes Wagner, Konrad Ehlich.
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Superior document: | Title is part of eBook package: De Gruyter DGBA Linguistics and Semiotics 1990 - 1999 |
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MitwirkendeR: | |
HerausgeberIn: | |
Place / Publishing House: | Berlin ;, Boston : : De Gruyter Mouton, , [2011] ©1995 |
Year of Publication: | 2011 |
Edition: | Reprin 2011 |
Language: | English |
Series: | Studies in Anthropological Linguistics ;
8 |
Online Access: | |
Physical Description: | 1 online resource (392 p.) :; Num. figs. |
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Other title: | I-IV -- Acknowledgements -- 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 marketplace" -- 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 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 -- 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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Format: | Mode of access: Internet via World Wide Web. |
ISBN: | 9783110881516 9783110636895 |
DOI: | 10.1515/9783110881516 |
Access: | restricted access |
Hierarchical level: | Monograph |
Statement of Responsibility: | ed. by Johannes Wagner, Konrad Ehlich. |