Title: Business negotiations: Interdependence between discourse and the business relationship
Abstract: This study investigates the organisation and rhetoric of sales negotiations using a methodology that draws on both discourse analysis and business studies of negotiation. The main research question is “What are the rhetorical and organisational effects that changes in the non-linguistic business relationship context have on negotiation discourse?” The data — six authentic, audio-recorded British negotiations — is divided into two categories, New Relationship Negotiations (NRNs) and Old Relationship Negotiations (ORNs). Differences in the status-bound behaviour of the NRNs and the role enactment of the ORNs are noted and various strategies for saving professional face are analysed.
Publication Year: 1996
Publication Date: 1996-01-01
Language: en
Type: article
Indexed In: ['crossref']
Access and Citation
Cited By Count: 84
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