{"product_id":"the-discourse-of-business-negotiation-von-konrad-ehlich-johannes-wagner-hrsg","title":"The Discourse of Business Negotiation","description":"\u003cp\u003eFrontmatter -- 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\u003c\/p\u003e\u003cdiv class=\"aw-variant-hidden-subtitle-div\" id=\"aw-variant-subtitle-9783110140392\"\u003e\u003ch3\u003e\u003c\/h3\u003e\u003c\/div\u003e","brand":"Libri","offers":[{"title":"Hardcover - 9783110140392","offer_id":50599116230,"sku":"9783110140392","price":169.95,"currency_code":"EUR","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0940\/0622\/files\/73461_770338b2-d63f-4168-b08a-94b2797b4245.jpg?v=1785989462","url":"https:\/\/shop.autorenwelt.de\/en\/products\/the-discourse-of-business-negotiation-von-konrad-ehlich-johannes-wagner-hrsg","provider":"Autorenwelt Shop","version":"1.0","type":"link"}