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ERIC Number: EJ521667
Record Type: CIJE
Publication Date: 1996
Pages: N/A
Abstractor: N/A
Reference Count: 0
ISBN: N/A
ISSN: ISSN-0889-4906
Business Negotiations: Interdependence Between Discourse and the Business Relationship.
Charles, Mirjaliisa
English for Specific Purposes, v15 n1 p19-36 1996
Investigates the organization and rhetoric of sales negotiations using a methodology that draws on discourse analysis and business studies of negotiation. Differences in the status-bound behavior of New Relationship Negotiations and the role enactment of the Old Relationship Negotiations are noted, and various strategies for saving professional face are analyzed. (19 references) (Author/CK)
Publication Type: Reports - Descriptive; Journal Articles
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A