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Title The discourse of business negotiation / edited by Konrad Ehlich, Johannes Wagner.
Imprint Berlin ; New York : Mouton de Gruyter, 1995.

Series Studies in anthropological linguistics ; 8
Studies in anthropological linguistics ; 8.
Subject Negotiation in business.
Alt Name Ehlich, Konrad, 1942-
Wagner, Johannes.
Add Title Discourse of business
Series Studies in anthropological linguistics ; 8
Studies in anthropological linguistics ; 8.
Subject Negotiation in business.
Alt Name Ehlich, Konrad, 1942-
Wagner, Johannes.
Add Title Discourse of business
Description 1 online resource (viii, 392 pages) : illustrations
polychrome. rdacc
Bibliography Note Includes bibliographical references (pages 349-372) and indexes.
Note Print version record.
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 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
Note English.
ISBN 9783110881516 (electronic bk.)
3110881519 (electronic bk.)
311014039X
9783110140392
OCLC # 841172261
Additional Format Print version: Discourse of business negotiation. Berlin ; New York : Mouton de Gruyter, 1995 311014039X (DLC) 95004933 (OCoLC)32666306


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