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
Bibliography
Includes bibliographical references (pages 349-372) and indexes
