03470nam 2200625Ia 450 991046255540332120211203220739.03-11-088151-910.1515/9783110881516(CKB)2670000000251164(SSID)ssj0000559695(PQKBManifestationID)11356355(PQKBTitleCode)TC0000559695(PQKBWorkID)10567834(PQKB)11638234(MiAaPQ)EBC3042113(WaSeSS)Ind00010076(DE-B1597)40794(OCoLC)979762605(DE-B1597)9783110881516(Au-PeEL)EBL3042113(CaPaEBR)ebr10598097(OCoLC)922945154(EXLCZ)99267000000025116419950523d1995 uy 0engurcn|||||||||txtccrThe discourse of business negotiation[electronic resource] /edited by Konrad Ehlich, Johannes WagnerReprin 2011Berlin ;New York Mouton de Gruyter1995viii, 392 p. illStudies in anthropological linguistics ;8Bibliographic Level Mode of Issuance: Monograph3-11-014039-X Includes bibliographical references (p. 349-372) and indexes.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 --IndexStudies in anthropological linguistics8.Negotiation in businessBusinessElectronic books.Negotiation in business.Business.658.4Ehlich Konrad1942-731615Wagner Johannes1051474MiAaPQMiAaPQMiAaPQBOOK9910462555403321The discourse of business negotiation2481988UNINA