The Discourse of Business Negotiation / / ed. by Johannes Wagner, Konrad Ehlich.

• Superior document: Title is part of eBook package: De Gruyter DGBA Linguistics and Semiotics 1990 - 1999
• MitwirkendeR: Andersen, Flemming G.,; Charles, Mirjaliisa,; Fant, Lars,; Firth, Alan,; Francis, David,; Graham, L.,; Grindsted, Annette,; Marriott, Helen,; Neu-John, Joyce,; Rehbein, Jochen,; Stalpers, Judith,; Ulijn, Per van der Wijst-Jan,; Villemoes, Anette,; Wagner, Johannes,; Wagner, Konrad Ehlich–Johannes,
• HerausgeberIn: Ehlich, Konrad,; Wagner, Johannes,
• 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
• Physical Description: 1 online resource (392 p.) :; Num. figs.
• 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
• 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.