ÉÌÎñ̸Åл°Óï

Introduction
Konrad Ehlich-Johannes Wagner
Part¢ñ£º Business negotiation as discourse type
What makes a discourse a negotiation£¿¡ª¡ªohannes Wagner
Negotiation£¬decision-making and formalism£ºThe problem of form and substance in negotiation analysis¡ª¡ªDavid Francis

Part ¢ò£º Discourse structures in business negotiations
International sales talk¡ª¡ªJochen Rehbein
The management of discourse in international seller-buyer negotiations¡ª¡ªHelen Marriott
Telenegotiation and sense-making in the¡°virtual marketplace¡±¡ª¡ªAlan Firth
Organisational power in business negotiations¡ª¡ªMirjaliisa Charles

Part ¢ó£ºSimulating business negotiations
Negotiation discourse and interaction in a cross-cultural perspective£ºThe case of Sweden and Spain¡ª¡ªLars Fant
Dyadic and polyadic sequencing patterns in Spanish and Danish negotiation interaction¡ª¡ªAnnette Grindsted
English and Danish communicative behaviour in negotiation simulations£ºOn the use of intratextual and intertextual repetition¡ª¡ªFlemming G£®Andersen
An analysis of language use in negotiations£ºThe role of context and content¡ª¡ªJoyce Neu-John L£®Graham

Part ¢ô£ºPoliteness and disagreement in business negotiations
The expression of disagreement¡ª¡ªJudith Stalpers
Culturally determined facework priorities in Danish and Spanish business negotiation¡ª¡ªAnette Villemoes
Politeness in French£¯Dutch negotiations¡ª¡ªPer van der Wijst-Jan Ulijn
References
Index