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Author : Konrad Ehlich
Publisher : Walter de Gruyter
ISBN 13 : 3110881519
Total Pages : 401 pages
Book Rating : 4.1/5 (18 download)
Download or read book The Discourse of Business Negotiation written by Konrad Ehlich and published by Walter de Gruyter. This book was released on 2011-06-24 with total page 401 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : A. Firth
Publisher : Elsevier
ISBN 13 : 148329918X
Total Pages : 453 pages
Book Rating : 4.4/5 (832 download)
Download or read book The Discourse of Negotiation written by A. Firth and published by Elsevier. This book was released on 2014-06-28 with total page 453 pages. Available in PDF, EPUB and Kindle. Book excerpt: The study of negotiation has attracted considerable scholarly attention in recent decades, yet rarely have discourse analysts applied their particular concerns and interests to the phenomenon. Although a fundamental characteristic of negotiation is linguistic action, the detailed study of negotiation as a communicative, discourse activity is in its infancy. In the first collection of its kind, Alan Firth has brought together 14 original studies of negotiation discourse.Drawing on insights and methodologies from discourse and conversation analysis, pragmatics, ethnography and ethnomethodology, the book examines negotiations in a wide range of workplaces, including the US Federal Trade Commission, management-union meetings, doctors' surgeries, travel agencies, international trading houses in Denmark, Belgium and Australia, Swedish social welfare offices, and consumer helplines. Collectively, the book explores the notion of negotiation both as a formal encounter and as a gloss for more informal decision-making activities.Questions specifically addressed include: what is the interactional character of negotiation? How are negotiations related to the work context? And how are negotiations undertaken linguistically - as discourse-based activities? Answers are sought by utilising transcripts of real-life instances of negotiation. This allows for finely-detailed descriptions of the observed activities, providing important insight into the discourse-context relationship, the interactional bases of work acitivities, and the communicative processes of negotiation.
Author : Xiangling LI
Publisher : BRILL
ISBN 13 : 9004484698
Total Pages : 216 pages
Book Rating : 4.0/5 (44 download)
Download or read book Chinese-Dutch Business Negotiations written by Xiangling LI and published by BRILL. This book was released on 2021-11-22 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Chinese are known as an inscrutable people in the West. With the rapid globalisation of world business, China, with its booming economy and as one of the world's largest emerging markets, is attracting increasing numbers of international traders and investors. Various sources have shown that language and culture are, among other factors, two of the major obstacles to successful business collaborations between the Chinese and Westerners. This dissertation aims to help remove these obstacles by offering some insights into the intricate mechanisms of business negotiation between the Chinese and the Dutch. While most of the research concerning Chinese-Western communication has used everyday conversation as the subject of study, this research chooses negotiation, the core of international business, as its subject. Micro-level qualitative discourse analyses are used as the main research method in addition to ethnographic methods such as the questionnaire survey and interview. The main data used are simulated as well as real-life video-taped Chinese-Dutch business negotiations. Questionnaire survey and interview data from real-life Chinese and Dutch negotiators are used as support data. The phenomena recurrently cropping up across the negotiations are examined at a turn-to-turn level to pinpoint places where problems arise that prevent the negotiators from reaching mutual understandings and fulfilling negotiation goals. The deep-rooted cultural concepts underlying the linguistic phenomena prove to be the main trouble sources. The results of this research are relevant for both the academic and business world.
Author : Fatma M. AlHaidari
Publisher : Springer
ISBN 13 : 3319661434
Total Pages : 221 pages
Book Rating : 4.3/5 (196 download)
Download or read book The Discourse of Business Meetings written by Fatma M. AlHaidari and published by Springer. This book was released on 2017-11-22 with total page 221 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book examines the social organizational discourse of task-oriented business meetings in a Kuwaiti financial organization and an American non-profit trade organisation. Focusing primarily on the linguistic behaviours demonstrating agency and power of managers and staff members displayed during these meetings, the project is based on ethnographic data collected during eight months of fieldwork. The author examines the similarities and differences between the linguistic behaviours of both organizations, particularly relating to the production of collective “we,” “us,” and “our” utterances and directive speech acts issued to explore how managers and co-workers perform agency and power in meetings. This distinctive book will shed light into the influence of language on the actions and relationships of managers and co-workers in business meetings, and will be of interest to applied linguists and discourse analysts in the field of business discourse in addition to business professionals in management and finance.
Author : Edda Weigand
Publisher : John Benjamins Publishing
ISBN 13 : 9789027237217
Total Pages : 318 pages
Book Rating : 4.2/5 (372 download)
Download or read book Negotiation and Power in Dialogic Interaction written by Edda Weigand and published by John Benjamins Publishing. This book was released on 2001-01-01 with total page 318 pages. Available in PDF, EPUB and Kindle. Book excerpt: These papers deal with the concept of negotiation. Interlocutors engage in negotiations about every aspect of their interaction such as topics, social relationships, emotion and identity, and they use different means such as irony, silence and concessive constructions.
Author : Edda Weigand
Publisher : John Benjamins Publishing
ISBN 13 : 9027298327
Total Pages : 311 pages
Book Rating : 4.0/5 (272 download)
Download or read book Negotiation and Power in Dialogic Interaction written by Edda Weigand and published by John Benjamins Publishing. This book was released on 2001-09-06 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: The topic of negotiation has turned out to be of crucial interdisciplinary interest for our understanding of what we are doing in language use. Are we exchanging meanings defined in advance and presupposing equal understanding on the basis of a rule-governed system, or are we negotiating meaning and understanding in the framework of an open dialogic universe? Negotiation, on the one hand, can be taken as the name of a specific dialogue type or action game of bargaining. On the other hand, it represents a methodological concept for describing and explaining dialogic interaction which replaces the orthodox view of pattern transference. The papers collected in this volume deal with both versions of the concept of negotiation. This volume contains a selection of papers presented at the International Conference on Pragmatics and Negotiation at Tel Aviv University and the Hebrew University of Jerusalem in June, 1999. The dialogic aspect was taken as the key concept to guide the present selection.
Author : Joan Mulholland
Publisher : Routledge
ISBN 13 : 1134928025
Total Pages : 236 pages
Book Rating : 4.1/5 (349 download)
Download or read book The Language of Negotiation written by Joan Mulholland and published by Routledge. This book was released on 2002-01-22 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Language of Negotiation aims to heighten awareness of language and to suggest practical ways to use language-related tactics to get results. It encourages the reader to recognise negotiation as a specifically language-centred activity and demonstrates how learning to use language effectively can radically improve negotiation skills. The book features: A step-by-step guide on the practice of negotiation, from preparation to follow-up after the event Chapters on various aspects of negotiation, such as the spoken, written and interpersonal sides, as well as media interviewing and using the phone. Specific and useful strategies for actions like advising, complaining, confirming and dismissing. A range of effective and informative examples throughout, designed to show the value of enhanced language use and practical exercises to encourage the reader to apply the ideas to their own practice. The Language of Negotiation will be of value to all those in business and professional life whose work involves negotiation. It will also be of particular interest to students in graduate schools of business or management and to anyone who has an interest in improving their negotiation skills. No prior knowledge of language theory is assumed on the part of the reader.
Author : Malcolm Coulthard
Publisher : Routledge
ISBN 13 : 1317933400
Total Pages : 229 pages
Book Rating : 4.3/5 (179 download)
Download or read book Studies in Discourse Analysis (RLE Linguistics B: Grammar) written by Malcolm Coulthard and published by Routledge. This book was released on 2014-01-10 with total page 229 pages. Available in PDF, EPUB and Kindle. Book excerpt: The book explores ways in which the formal methods of linguistics can cast light on the structure of verbal interaction, and in particular considers how successive utterances cohere together in continuous spoken discourse. Beginning with an earlier model of discourse analysis elaborated to deal with teacher-pupil interaction in the classroom, it then reviews attempts to extend this model to a variety of discourses such as committee talk, doctor-patient interviews, broadcast discussions and the monologue of lectures. The extension of the original model to other situations has prompted a number of innovations and additional insights which are expounded in a series of contributions linked by complimentary themes. There are contributions on the role of intonation and of kinetics in discourse analysis; explorations of the problems of the analytic category ‘sentence’ and of the problems raised by casual conversation; and there is extended discussion of the structural properties underlying exchanges of utterances. The book moves easily between data and theory, forming a unified whole. It sums up a continuing and lively debate within a common tradition of discourse analysis and may well serve as a programmatic statement for future work in the field.
Author : Roger Fisher
Publisher : Houghton Mifflin Harcourt
ISBN 13 : 9780395631249
Total Pages : 242 pages
Book Rating : 4.6/5 (312 download)
Download or read book Getting to Yes written by Roger Fisher and published by Houghton Mifflin Harcourt. This book was released on 1991 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.
Author : Francesca Bargiela-Chiappini
Publisher : Springer
ISBN 13 : 1137024933
Total Pages : 233 pages
Book Rating : 4.1/5 (37 download)
Download or read book Business Discourse written by Francesca Bargiela-Chiappini and published by Springer. This book was released on 2013-07-25 with total page 233 pages. Available in PDF, EPUB and Kindle. Book excerpt: This second edition reviews the field of business discourse, centring on the investigation of business language and communication as practice. It combines research-based discussions with innovative practical applications and promotes debate and enquiry on a range of competing issues, emerging from business discourse research and teaching practice.
Author : Catherine Nickerson
Publisher : Routledge
ISBN 13 : 1317439279
Total Pages : 182 pages
Book Rating : 4.3/5 (174 download)
Download or read book Introducing Business English written by Catherine Nickerson and published by Routledge. This book was released on 2015-09-16 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: Introducing Business English provides a comprehensive overview of this topic, situating the concepts of Business English and English for Specific Business Purposes within the wider field of English for Special Purposes. This book draws on contemporary teaching and research contexts to demonstrate the growing importance of English within international business communication. Covering both spoken and written aspects of Business English, this book: examines key topics within Business English, including teaching Business English as a lingua franca, intercultural business interactions, blended learning and web-based communication; discusses the latest research on each topic, and possible future directions; features tasks and practical examples, a section on course design, and further resources. Written by two leading researchers and teachers, Introducing Business English is a must-read for advanced undergraduate and postgraduate students studying Business English, Business English as a Lingua Franca, and English for Specific Business Purposes.
Author : Deborah Kolb
Publisher : Simon and Schuster
ISBN 13 : 0743215125
Total Pages : 277 pages
Book Rating : 4.7/5 (432 download)
Download or read book The Shadow Negotiation written by Deborah Kolb and published by Simon and Schuster. This book was released on 2001-02-13 with total page 277 pages. Available in PDF, EPUB and Kindle. Book excerpt: At last, here is a book that shows women how to recognize the Shadow Negotiation -- in which the unspoken attitudes, hidden assumptions, and conflicting agendas that drive the bargaining process play out -- and how to use that knowledge to their advantage. Each time people bargain over issues -- a promotion, a contract with a new client, a bigger role in decision-making -- a parallel negotiation unfolds beneath the surface of the "formal" discussion. Bargainers constantly maneuver to determine whose interests and needs will hold sway, whose opinions will matter, and how cooperative each person will be in reaching an agreement. How the issues are resolved hangs on the actions people take in the shadow negotiation, yet it is in this shadow negotiation that women most often run into trouble. The most productive negotiations take place when strong advocates can connect with each other. Good results depend equally on a bargainer's positioning her ideas for a fair hearing and on being open to the other side's point of view. But traditionally women have not fared well on either front. Often, they let negotiable moments slip by and take the first "no" as a final answer, or their efforts to be responsive to the other side's position are interpreted as accommodation. As a result, women can come away from negotiations with fewer dollars, perks, plum assignments, or less say in decision-making than men. To negotiate effectively, women must pay attention to acts of self-sabotage as well as to the moves others make in the shadow negotiation. By bargaining more strategically, women can establish the terms of their advocacy, their voice, and at the same time encourage the open communication essential to a collaborative discussion in which not only acceptable, but creative, agreements can be worked out. Written by Deborah M. Kolb and Judith Williams, two authorities in the field, The Shadow Negotiation shows women a whole new way to think about the negotiation process. Kolb and Williams identify the common stumbling blocks that women encounter and present a game plan for turning their particular strengths to their advantage. Based on extensive interviews with hundreds of business-women, The Shadow Negotiation provides women with a clear, insightful guide to the hidden machinations that are at work in every bargaining situation.
Author : Jill E. Rudd
Publisher : SAGE Publications
ISBN 13 : 1452215421
Total Pages : 289 pages
Book Rating : 4.4/5 (522 download)
Download or read book Communicating in Global Business Negotiations written by Jill E. Rudd and published by SAGE Publications. This book was released on 2007-03-21 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Communication in Global Business Negotiations: A Geocentric Approach presents college-level business and communications majors with a new approach for studying communication and negotiation in international business, using a geocentric cross-disciplinary framework. Chapters cover intercultural communication, provide students with a view of the world and how to negotiate with others from different cultures, and uses practitioners' perspectives to inject real-world case studies and scenarios into the picture. College-level business collections will find this an essential acquisition." —THE MIDWEST BOOK REVIEW "Authors Jill E. Rudd and Diana R. Lawson uniquely integrate communication and international business perspectives to help readers develop a strong understanding of the elements for negotiating an international setting, as well as the skills needed to adapt to the changing environment." —BUSINESS INDIA Presenting a new method for the study of communication and negotiation in international business, this text provides students with the knowledge to conduct negotiations from a geocentric framework. Authors Jill E. Rudd and Diana R. Lawson integrate communication and international business perspectives to help readers develop a strong understanding of the elements necessary for negotiating in a global setting, as well as the skills needed to adapt to the changing environment. This geocentric orientation is an evolution of global learning resulting in effective worldwide negotiation. Key Features: Offers a cross-disciplinary approach: The fields of communication and business are integrated to provide a macro-orientation to global business negotiation. Devotes a chapter to intercultural communication competency: Scales are included to help students assess their potential to become a successful global business negotiators. Provides students with a view of the world in negotiating with others from different cultures: Up-to-date information about current international business contexts gives insight into the challenges experienced by global business negotiators. Discusses alternative dispute resolution: Because of differences in culture and in political structure from one country to another, a chapter is devoted to this growing area of global business negotiation. Presents practitioners' perspectives: These perspectives illustrate the "real world" of global business negotiation and reinforce the importance of understanding cultural differences. Intended Audience: This is an ideal core text for advanced undergraduate and graduate courses such as Negotiation & Conflict Resolution and International Business & Management in the departments of Communication and Business & Management.
Author : Bettina Dresemann
Publisher : Waxmann Verlag
ISBN 13 : 3830998295
Total Pages : 207 pages
Book Rating : 4.8/5 (39 download)
Download or read book English as a lingua franca in business negotiations written by Bettina Dresemann and published by Waxmann Verlag. This book was released on 2024 with total page 207 pages. Available in PDF, EPUB and Kindle. Book excerpt: This dissertation contributes to the study of English as a lingua franca in business negotiations focussing, among other aspects, on the pragmatic functions of conditionals. What sets English as a lingua franca apart from other forms of usage? Is there a regularity to the use of conditionals? What functions do different forms of conditionals have in lingua franca English business negotiation? The author uses business encounters recorded at an international music trade fair as her data and shows that non-standard as well as standard conditionals are used in different phases of business negotiations to indicate different degrees of commitment. Bettina Dresemann is a teacher of English and Spanish and has worked as a lecturer for English and Applied Linguistics at the Universities of Münster, Erfurt and Bochum. She is a passionate linguist and traveller, taught German as a Second Language in Germany and the USA and is currently living in Brazil. The current book is the published version of her PhD dissertation in Applied Linguistics (Sprachlehrforschung) presented at the University of Münster.
Author : Gerlinde Mautner
Publisher : Walter de Gruyter GmbH & Co KG
ISBN 13 : 1614514860
Total Pages : 712 pages
Book Rating : 4.6/5 (145 download)
Download or read book Handbook of Business Communication written by Gerlinde Mautner and published by Walter de Gruyter GmbH & Co KG. This book was released on 2017-07-24 with total page 712 pages. Available in PDF, EPUB and Kindle. Book excerpt: In spite of the day-to-day relevance of business communication, it remains underrepresented in standard handbooks and textbooks on applied linguistics. The present volume introduces readers to a wide variety of linguistic studies of business communication, ranging from traditional LSP approaches to contemporary discourse-based work, and from the micro-level of lexical choice to macro-level questions of language policy and culture.
Author : Pervez N. Ghauri
Publisher : Emerald Group Publishing
ISBN 13 : 9780080442938
Total Pages : 548 pages
Book Rating : 4.4/5 (429 download)
Download or read book International Business Negotiations written by Pervez N. Ghauri and published by Emerald Group Publishing. This book was released on 2003-09-30 with total page 548 pages. Available in PDF, EPUB and Kindle. Book excerpt: Provides an understanding about the impact of culture and communication on international business negotiations. This work explores the problems faced by Western managers while doing business abroad and offers guidelines for international business negotiations. It also focuses on an important aspect of international business: negotiations.
Author : Glen Alessi
Publisher : Springer
ISBN 13 : 1137507683
Total Pages : 450 pages
Book Rating : 4.1/5 (375 download)
Download or read book The Ins and Outs of Business and Professional Discourse Research written by Glen Alessi and published by Springer. This book was released on 2015-12-29 with total page 450 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winner of the Association for Business Communication’s Distinguished Publication on Business Communication Award 2016 This edited volume offers a collection of original chapters focusing on the Ins and Outs of professional discourse research. Drawing on insights from LSP, ethnography and discourse analysis, it covers a wide range of issues, ranging from gaining access and collecting data to feeding results back in the form of recommendations to practitioners.
