ERIC Number: ED338016
Record Type: RIE
Publication Date: 1990-Apr
Reference Count: N/A
Business Negotiations: Linguistic Strategies and the Company Agenda.
This report is based on the idea that interaction in business negotiations must be describable in terms that accord with the priorities of the interactors themselves. A descriptive model is discussed that aims to accommodate and integrate approaches that are essentially linguistic and those that are business oriented. It is argued that a dynamic model of linguistic description contributes to the understanding of the structure of negotiation discourse and to the pattern of the exchange of information that is at the center of it. It is suggested that negotiation discourse is an outcome of the joint effect of three contextual parameters: the status of subsequent roles of the negotiators; the participants' assumptions about the type and degree of business motivation involved; and the agendas of the companies involved. (JL)
Publication Type: Reports - Research; Speeches/Meeting Papers
Education Level: N/A
Authoring Institution: N/A
Identifiers: Negotiation Processes
Note: Paper presented at the World Congress of Applied Linguistics, sponsored by the International Association of Applied Linguistics (9th, Thessaloniki, Greece, April 15-21, 1990).