The Discourse Of Negotiation
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The Discourse Of Negotiation
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Author : A. Firth
language : en
Publisher: Elsevier
Release Date : 2014-06-28
The Discourse Of Negotiation written by A. Firth and has been published by Elsevier this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-06-28 with Psychology categories.
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.
The Discourse Of Business Negotiation
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Author : Konrad Ehlich
language : en
Publisher: Walter de Gruyter
Release Date : 2011-06-24
The Discourse Of Business Negotiation written by Konrad Ehlich and has been published by Walter de Gruyter this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-06-24 with Language Arts & Disciplines categories.
No detailed description available for "The Discourse of Business Negotiation".
Negotiation And Power In Dialogic Interaction
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Author : Edda Weigand
language : en
Publisher: John Benjamins Publishing
Release Date : 2001-01-01
Negotiation And Power In Dialogic Interaction written by Edda Weigand and has been published by John Benjamins Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001-01-01 with Language Arts & Disciplines categories.
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.
The Language Of Negotiation
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Author : Joan Mulholland
language : en
Publisher: Routledge
Release Date : 2002-01-22
The Language Of Negotiation written by Joan Mulholland and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002-01-22 with Foreign Language Study categories.
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.
The Handbook Of Negotiation And Culture
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Author : Michele J. Gelfand
language : en
Publisher: Stanford University Press
Release Date : 2004
The Handbook Of Negotiation And Culture written by Michele J. Gelfand and has been published by Stanford University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004 with Business & Economics categories.
In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
Status And Power In Verbal Interaction
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Author : Julie Diamond
language : en
Publisher: John Benjamins Publishing
Release Date : 1996-01-01
Status And Power In Verbal Interaction written by Julie Diamond and has been published by John Benjamins Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 1996-01-01 with Language Arts & Disciplines categories.
Status and Power in Verbal Interaction is a sociolinguistic study of conversation in a social context. Using an ethnographic methodology and a network analysis of the social roles and relationships in a particular language community, the book explores how speakers negotiate status, relationship, and ultimately contest power through discourse. Of chief concern to the study is how speakers manage to negotiate relationship roles — which here consists of institutional status as well as the more variable social standing — using conversation. Discourse is seen to be not only what people say, but how they say it — how speakers take the floor, bring new topic to the floor, interrupt each other, and become a resource person in a conversation. The study revolves around the idea that power, while intricately tied to social standing and institutional status, is more than the sum of one's institutional standing, age, education, race and gender. Though these factors convey rank, conversants nonetheless use discourse to jockey for position and contest their relational role vis-a-vis their discourse partners. While institutional standing may be more or less fixed, power of relational roles fluctuates greatly because, as the study shows, power is accorded through a process of ratifying the positive self-image of a speaker. Thus, one's standing in a group is a community negotiation. By investigating power in community at a micro-level of analysis, this study adds a new dimension to existing understandings of power.
The Discourse Of Negotiation
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Author :
language : en
Publisher:
Release Date : 1994
The Discourse Of Negotiation written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1994 with categories.
The Discourse Of Business Meetings
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Author : Fatma M. AlHaidari
language : en
Publisher: Springer
Release Date : 2017-11-22
The Discourse Of Business Meetings written by Fatma M. AlHaidari and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-11-22 with Language Arts & Disciplines categories.
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.
Negotiation Of Identities In Multilingual Contexts
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Author : Aneta Pavlenko
language : en
Publisher: Multilingual Matters
Release Date : 2004
Negotiation Of Identities In Multilingual Contexts written by Aneta Pavlenko and has been published by Multilingual Matters this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004 with Language Arts & Disciplines categories.
This volume highlights the role of language ideologies in the process of negotiation of identities and shows that in different historical and social contexts different identities may be negotiable or non-negotiable.
Negotiations Of The New World
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Author : Sabine Selchow
language : en
Publisher: transcript Verlag
Release Date : 2017-03-15
Negotiations Of The New World written by Sabine Selchow and has been published by transcript Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-03-15 with Political Science categories.
»Global« is everywhere – recent years have seen a significant proliferation of the adjective »global« across discourses. But what do social actors actually do when using this term? Written from within the political studies and International Relations disciplines, and with a particular interest in the US, this book demonstrates that the widespread use of »global« is more than a linguistic curiosity. It constitutes a distinct political phenomenon of major importance: the negotiation and reproduction of the »new world«. As such, the analysis of the use of »global« provides fascinating insights into an influential and politically loaded aspect of contemporary imaginations of the world.