Introduction
Konrad Ehlich-Johannes Wagner
Part Ⅰ:Business negotiation as discourse type
What makes a discourse a negotiation?
ohannes Wagner
Negotiation,decision-making and formalism:The problem of form and substance in negotiation analysis
David Francis
Part Ⅱ:Discourse structures in business negotiations
International sales talk
Jochen Rehbein
The management of discourse in international seller-buyer negotiations
Helen Marriott
Telenegotiation and sense-making in the"virtual marketplace"
Alan Firth
Organisational power in business negotiations
Mirjaliisa Charles
Part Ⅲ:Simulating business negotiations
Negotiation discourse and interaction in a cross-cultural perspective:The case of Sweden and Spain
Lars Fant
Dyadic and polyadic sequencing patterns in Spanish and Danish negotiation interaction
Annette Grindsted
English and Danish communicative behaviour in negotiation simulations:On the use of intratextual and intertextual repetition
Flemming G.Andersen
An analysis of language use in negotiations:The role of context and content
Joyce Neu-John L.Graham
Part Ⅳ:Politeness and disagreement in business negotiations
The expression of disagreement
Judith Stalpers
Culturally determined facework priorities in Danish and Spanish business negotiation
Anette Villemoes
Politeness in French/Dutch negotiations
Per van der Wijst-Jan Ulijn
References
Index
