The discourse of business negotiation [[electronic resource] /] / edited by Konrad Ehlich, Johannes Wagner
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| Titolo: |
The discourse of business negotiation [[electronic resource] /] / edited by Konrad Ehlich, Johannes Wagner
|
| Pubblicazione: | Berlin ; ; New York, : Mouton de Gruyter, 1995 |
| Edizione: | Reprin 2011 |
| Descrizione fisica: | viii, 392 p. : ill |
| Disciplina: | 658.4 |
| Soggetto topico: | Negotiation in business |
| Business | |
| Soggetto genere / forma: | Electronic books. |
| Altri autori: |
EhlichKonrad <1942->
WagnerJohannes
|
| Note generali: | Bibliographic Level Mode of Issuance: Monograph |
| Nota di bibliografia: | Includes bibliographical references (p. 349-372) and indexes. |
| Nota di contenuto: | 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 |
| Titolo autorizzato: | The discourse of business negotiation |
| ISBN: | 3-11-088151-9 |
| Formato: | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione: | Inglese |
| Record Nr.: | 9910462555403321 |
| Lo trovi qui: | Univ. Federico II |
| Opac: | Controlla la disponibilità qui |
Serie:
Studies in anthropological linguistics ; 8.