Download or read book The Discourse of Negotiation written by A. Firth and published by Elsevier. This book was released on 2014-06-28 with total page 453 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book The Discourse of Business Negotiation written by Konrad Ehlich and published by Walter de Gruyter. This book was released on 2011-06-24 with total page 401 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Discourse on the Art of Negotiation written by Antoine Pecquet and published by Peter Lang Incorporated, International Academic Publishers. This book was released on 2004 with total page 150 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book Inside Plea Bargaining written by D.W. Maynard and published by Springer Science & Business Media. This book was released on 2013-06-29 with total page 264 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book Negotiation and Power in Dialogic Interaction written by Edda Weigand and published by John Benjamins Publishing. This book was released on 2001-09-06 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book Negotiated Interaction in Target Language Classroom Discourse written by Jamila Boulima and published by John Benjamins Publishing. This book was released on 1999-06-15 with total page 354 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book Framing Matters written by William Anthony Donohue and published by Peter Lang Incorporated, International Academic Publishers. This book was released on 2011 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The framing metaphor is commonly used in negotiation and communication research to characterize how individuals place interpretive and linguistic boundaries around phenomena, objects, or events. This book develops this construct, exploring its potential to provide research insights, and illustrating new strategies for further development. Divided into three sections, the book first captures the breadth of the theoretical framing construct, then focuses on the many ways in which the construct has been researched and applied. The final section reflects on the construct's potential, and its value in understanding negotiation. An inspiring group of contributors - all experts in framing theory and conflict/negotiation management - outline how the framing construct is viewed theoretically by research scholars, and in the field by conflict resolution practitioners.
Download or read book Troubled Talk written by Irit Kupferberg and published by Walter de Gruyter. This book was released on 2011-07-11 with total page 237 pages. Available in PDF, EPUB and Kindle. Book excerpt: How is meaning constructed discursively by participants in problem discourse? To which discursive resources do they resort in order to accomplish their complicated tasks of problem presentation and negotiation of possible solutions? To what extent are these resources related to the interactional and meaningful construction of problems and solutions? Irit Kupferberg and David Green – a discourse analyst and a clinical psychologist – have explored naturally-occurring media, hotline, and cyber troubled discourse in a quest for answers. Inspired by a constructivist-interpretive theoretical framework grounded in linguistic anthropology, conversation analysis, narrative inquiry, and clinical psychology as well as their professional experience, the authors put forward three novel claims that are illustrated by 70 attention-holding examples. First, sufferers often present their troubles through detailed narrative discourse as well as succinct story-internal tropes such as metaphors and similes – discursive resources that constitute two interrelated versions of the troubled self. Particularly interesting are the intriguing figurative constructions produced in acute emotional states or at crucial discursive junctions. Second, such figurative constructions often 'lubricate' the interactive negotiation of solutions. Third, when the figurative and narrative resources of self-construction are employed in the public arena they are used and sometimes abused by the media representatives, depending on a plethora of contextual resources identified in this book.
Download or read book Chinese Dutch Business Negotiations written by Xiangling LI and published by BRILL. This book was released on 2021-11-22 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Chinese are known as an inscrutable people in the West. With the rapid globalisation of world business, China, with its booming economy and as one of the world's largest emerging markets, is attracting increasing numbers of international traders and investors. Various sources have shown that language and culture are, among other factors, two of the major obstacles to successful business collaborations between the Chinese and Westerners. This dissertation aims to help remove these obstacles by offering some insights into the intricate mechanisms of business negotiation between the Chinese and the Dutch. While most of the research concerning Chinese-Western communication has used everyday conversation as the subject of study, this research chooses negotiation, the core of international business, as its subject. Micro-level qualitative discourse analyses are used as the main research method in addition to ethnographic methods such as the questionnaire survey and interview. The main data used are simulated as well as real-life video-taped Chinese-Dutch business negotiations. Questionnaire survey and interview data from real-life Chinese and Dutch negotiators are used as support data. The phenomena recurrently cropping up across the negotiations are examined at a turn-to-turn level to pinpoint places where problems arise that prevent the negotiators from reaching mutual understandings and fulfilling negotiation goals. The deep-rooted cultural concepts underlying the linguistic phenomena prove to be the main trouble sources. The results of this research are relevant for both the academic and business world.
Download or read book Getting to Yes written by Roger Fisher and published by Houghton Mifflin Harcourt. This book was released on 1991 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.
Download or read book Negotiation and Power in Dialogic Interaction written by Edda Weigand and published by John Benjamins Publishing. This book was released on 2001-01-01 with total page 318 pages. Available in PDF, EPUB and Kindle. Book excerpt: These papers deal with the concept of negotiation. Interlocutors engage in negotiations about every aspect of their interaction such as topics, social relationships, emotion and identity, and they use different means such as irony, silence and concessive constructions.
Download or read book Negotiating at the United Nations written by Rebecca W. Gaudiosi and published by Routledge. This book was released on 2019-03-28 with total page 154 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book offers a comprehensive practitioner's guide to negotiating at the United Nations. Although much of the content can be applied broadly, the guide focuses on navigating multilateral negotiations at the UN. The book is a tool to help new UN negotiators, explaining basic negotiation concepts and offering insight into the complexities of the UN system. It also offers a playbook for cooperation for negotiators at any level, exploring the dynamics of relationships and alliances, the art of chairing a negotiation, and the importance of balancing the power asymmetries present in any multilateral discussion. The book proposes improvements to the UN negotiation process and looks at the impact of information technologies on negotiation dynamics; it also shares stories from women UN delegates, illustrating what it means to be a female negotiator at the UN. This book is an exploration of the power of the individual in any negotiation, and of the responsibility all negotiators have in wielding that power to speak for a better world. This book will be of much interest to students of diplomacy, global governance, foreign policy, and International Relations, as well as practitioners and policymakers.
Download or read book The Language of Negotiation written by Joan Mulholland and published by Routledge. This book was released on 2002-01-22 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book Linguistic Components of Strategy in Business Negotiations written by Mirjaliisa Lampi and published by . This book was released on 1986 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Systemic Functional Linguistics written by Lise Fontaine and published by Cambridge University Press. This book was released on 2013-12-19 with total page 553 pages. Available in PDF, EPUB and Kindle. Book excerpt: This stimulating volume provides fresh perspectives on choice, a key notion in systemic functional linguistics. Bringing together a global team of well-established and up-and-coming systemic functional linguists, it shows how the different senses of choice as process and as product are interdependent, and how they operate at all levels of language. Taking an interdisciplinary approach, it covers a range of linguistic viewpoints, informed by evolutionary theory, psychology, sociology and neuroscience, to produce a complex but unifying account of the issues. This book offers a critical examination of choice and is ideal for students and researchers working in all areas of functional linguistics as well as cognitive linguistics, second-language acquisition, neurolinguistics and sociolinguistics.
Download or read book Communication and Negotiation written by Linda L. Putnam and published by SAGE. This book was released on 1992-04-10 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: In recent years, a number of universities have established formal centers for studying conflict and dispute resolution. Scholars, too, have created new journals to focus exclusively on the study of conflict processes. Communication and Negotiation provides a synthesis of the research in this area by consolidating alternative perspectives on communication and negotiation, reviewing the work of noted communication scholars, and suggesting directions for future research. Contributors explore three major aspects of negotiation communication: a) strategies, tactics, and negotiation processes; b) interpretive processes and language analysis; and c) negotiation situation and context. In addition, these studies examine bargaining planning, frames and reframing, and relational communication with opponents, constituents, and audiences. A showcase for communication scholars as well as an essential reference book for negotiation theorists, Communication and Negotiation is one of those remarkable books with wide interdisciplinary appeal.
Download or read book Negotiation of Identities in Multilingual Contexts written by Aneta Pavlenko and published by Multilingual Matters. This book was released on 2004 with total page 364 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
