Business Negotiations: Interdependence Between Discourse and the Business Relationship  

Oleh:

Charles, Mirjaliisa

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: English for Specific Purposes (Full Text) vol. 15 no. 1 (1996), page 19-36.
Fulltext: 15_01_Charles.pdf (996.6KB)

Ketersediaan

Perpustakaan PKBB Nomor Panggil: 405/ESP/15 Non-tandon: tidak ada Tandon: 1

Lihat Detail Induk

Isi artikel

This study investigates the organisation and rhetoric of sales negotiations using a methodology that draws on both discourse analysis and business studies of negotiation. The main research question is "What are the rhetorical and organisational effects that changes in the non-linguistic business relationship context have on negotiation discourse?" The data - six authentic, audiorecorded British negotiations - is divided into two categories, New Relationship Negotiations (NRNs) and Old Relationship Negotiations (ORNs). Differences in the status-bound behaviour of the NRNs and the role enactment of the ORNs are noted and various strategies for saving professional face are analysed.

Opini Anda

Klik untuk menuliskan opini Anda tentang koleksi ini!

Kembali