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| Author | : A. Firth |
| Publisher | : Elsevier |
| Total Pages | : 453 |
| Release | : 2014-06-28 |
| Genre | : Psychology |
| ISBN | : 148329918X |
Download The Discourse of Negotiation Book in PDF, ePub and Kindle
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 | : Konrad Ehlich |
| Publisher | : Walter de Gruyter |
| Total Pages | : 401 |
| Release | : 2011-06-24 |
| Genre | : Language Arts & Disciplines |
| ISBN | : 3110881519 |
Download The Discourse of Business Negotiation Book in PDF, ePub and Kindle
| Author | : |
| Publisher | : |
| Total Pages | : |
| Release | : 1994 |
| Genre | : |
| ISBN | : |
Download The Discourse of Negotiation Book in PDF, ePub and Kindle
| Author | : Jamila Boulima |
| Publisher | : John Benjamins Publishing |
| Total Pages | : 354 |
| Release | : 1999-06-15 |
| Genre | : Language Arts & Disciplines |
| ISBN | : 9027284350 |
Download Negotiated Interaction in Target Language Classroom Discourse Book in PDF, ePub and Kindle
This book addresses some of the most fundamental questions that can be asked about target language (TL) acquisition in the classroom context, namely 1. What is negotiated interaction? 2. What are the main discourse functions of negotiated interaction? 3. How frequent is negotiated interaction in TL classrooms, and does this frequency vary by proficiency level? 4. To what extent does the initiation of negotiation overlap with the negotiation of power in such a setting of unequal-power discourse as the TL classroom? The negotiation process allows TL learners to obtain ‘comprehensible input’, to receive ‘negative input’, and to produce ‘comprehensible output’. Since these are key variables in the acquisition process, by researching the negotiation work occurring in TL classroom discourse, the book fully contributes to the understanding of the process of interlanguage development in TL classrooms and thereby has major implications for TL teaching and teacher training. The book also contributes to further the understanding of negotiated interaction from a sociolinguistic standpoint: the asymmetrical nature of negotiation work in TL classrooms reflects the role and power relationships, the social organization, as well as the tacit interactional and cultural rules that seem to be at work in the TL classroom context.
| Author | : Michele J. Gelfand |
| Publisher | : Stanford University Press |
| Total Pages | : 478 |
| Release | : 2004 |
| Genre | : Business & Economics |
| ISBN | : 0804745862 |
Download The Handbook of Negotiation and Culture Book in PDF, ePub and Kindle
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.
| Author | : Edda Weigand |
| Publisher | : John Benjamins Publishing |
| Total Pages | : 311 |
| Release | : 2001-09-06 |
| Genre | : Language Arts & Disciplines |
| ISBN | : 9027298327 |
Download Negotiation and Power in Dialogic Interaction Book in PDF, ePub and Kindle
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 | : D.W. Maynard |
| Publisher | : Springer Science & Business Media |
| Total Pages | : 264 |
| Release | : 2013-06-29 |
| Genre | : Philosophy |
| ISBN | : 1489903720 |
Download Inside Plea Bargaining Book in PDF, ePub and Kindle
Negotiation is a ubiquitous part of social life. Some even say that social order itself is a negotiated phenomenon. Yet the study of negotiation as an actual discourse activity, occurring between people who have substantial interests and tasks in the real social world, is in its infancy. This is the more surprising because plea bargaining, as a specific form of negotiation, has recently been the center of an enormous amount of research attention. Much of the concern has been directed to basic ques tions of justice, such as how fair the process is, whether it is unduly coercive, and whether it accurately separates the guilty from the innocent. A study such as mine does not try to answer these sorts of questions. I believe that we are not in a position to answer them until we approach plea bargaining on its own complex terms. Previous studies that have attempted to provide a general picture of the process as a way to assess its degree of justness have neglected the specific skills by which prac titioners bargain and negotiate, the particular procedures through which various surface features such as character assessment are accomplished, and concrete ways in which justice is administered and, simultaneously, caseloads are managed.
| Author | : Antoine Pecquet |
| Publisher | : Peter Lang Incorporated, International Academic Publishers |
| Total Pages | : 150 |
| Release | : 2004 |
| Genre | : History |
| ISBN | : |
Download Discourse on the Art of Negotiation Book in PDF, ePub and Kindle
Antoine Pecquet was a senior official at the Ministry for Foreign Affairs in Versailles from 1723 to 1740. Discourse on the Art of Negotiation is a translation of the 1737 book that he wrote to promote negotiation as the preferred means for resolving international disputes. Pecquet encourages talented youths to consider a career in negotiation and to acquire the requisite education. He describes an ambassador's duties, his social life, the successes or failures he should anticipate, and the rewards he may rightly expect. The book will appeal to anyone interested in diplomacy, political science, or the history of eighteenth-century France and Europe.
| Author | : Aneta Pavlenko |
| Publisher | : Multilingual Matters |
| Total Pages | : 364 |
| Release | : 2004 |
| Genre | : Language Arts & Disciplines |
| ISBN | : 9781853596469 |
Download Negotiation of Identities in Multilingual Contexts Book in PDF, ePub and Kindle
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.
| Author | : Joan Mulholland |
| Publisher | : Routledge |
| Total Pages | : 236 |
| Release | : 2002-01-22 |
| Genre | : Foreign Language Study |
| ISBN | : 1134928025 |
Download The Language of Negotiation Book in PDF, ePub and Kindle
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.
