The Discourse of Negotiation
eBook - PDF

The Discourse of Negotiation

Studies of Language in the Workplace

  1. 452 pages
  2. English
  3. PDF
  4. Available on iOS & Android
eBook - PDF

The Discourse of Negotiation

Studies of Language in the Workplace

Book details
Table of contents
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About This Book

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.

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Yes, you can access The Discourse of Negotiation by A. Firth in PDF and/or ePUB format, as well as other popular books in Psychology & Social Psychology. We have over one million books available in our catalogue for you to explore.

Information

Publisher
Pergamon
Year
2014
ISBN
9781483299181
Topic
Psychology
Subtopic
Social Psychology
Index
Psychology

Table of contents

  1. Front Cover
  2. The Discourse of Negotiation: Studies of Language in the Workplace
  3. Copyright Page
  4. PREFACE
  5. TABLE OF CONTENTS
  6. LIST OF CONTRIBUTORS
  7. TRANSCRIPT NOTATION
  8. SECTION I: THEORETICAL CONSIDERATIONS
  9. SECTION II: NEGOTIATION IN INTRAORGANIZATIONAL ENCOUNTERS
  10. SECTION III: NEGOTIATION IN COMMODITY TRADING
  11. SECTION IV: NEGOTIATIONS IN PROFESSIONAL-LAY INTERACTIONS
  12. BIBLIOGRAPHY
  13. AUTHOR INDEX
  14. SUBJECT INDEX