The discourse of negotiation : studies of language in the workplace / edited by Alan Firth

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Subjects: Interpersonal communication
Negotiation in business
Formats: Print
Material Type: Books
Language: English
Audience: Unspecified
Edition: 1st ed
Published: Oxford, OX, UK ; Tarrytown, N.Y., U.S.A. : Pergamon, 1995
Series: Language & communication library vol. 15
Language & communication library v. 15
LC Classification: P
Physical Description: xv, 436 p. ; 24 cm
Table of Contents: Preface
List of Contributors
Transcript Notation
1. Introduction and Overview / Alan Firth 3
2. Negotiation in the workplace: the view from a political linguist / David V. J. Bell 41
3. Negotiation and compromise: a microanalysis of a discussion in the United States Federal Trade Commission / Jack Bilmes 61
4. Agendas and arrangements: everyday negotiations in meetings / Deirdre Boden 83
5. Making a bid for change: formulations in union/management negotiations / Esther Walker 101
6. Masked negotiation in a Japanese work setting / Kimberly Jones 141
7. Practices in the work of ordering software development / Graham Button, Wes Sharrock 159
8. Talking for a change: commodity negotiating by telephone / Alan Firth 183
9. 'Negotiating activity' in technical problem solving / Johannes Wagner 223
10. 'Deviations' in an intercultural business negotiation / Helen E. Marriott 247
11. Negotiating categories in travel agency calls / Harrie Mazeland, Marjan Huisman, Marca Schasfoort 271
12. Negotiating terms in social welfare office talk / Per Linell, Erik Fredin 299
13. Disposal negotiations in general practice consultations / Paul Ten Have 319
14. Negotiating 'advice' in a call to a consumer helpline / Brian Torode 345
15. Locating negotiation activity within document design presentations / John Wheatley 373
Bibliography 399
Author Index 419
Subject Index 425
Additional Authors: Firth, Alan
Notes: LCCN: 94017002
ISBN: 0080424007 :$64.01
Includes bibliographical references (p. 399-417) and indexes
Contents: Negotiation in the workplace : the view from a political linguist / David V. J. Bell -- Negotiation and compromise : a microanalysis of a discussion in the United States Federal Trade Commission / Jack Blimes -- Agendas and arrangements : everyday negotiations in meetings / Dierdre Boden -- Making a bid for change : formulations in union/management negotiations / Esther Walker -- Masked negotiation in a Japanese work setting / Kimberly Jones -- Practices in the work of ordering software development / Graham Button and Wes Sharrock -- Talking for a change : commodity negotiating by telephone / Alan Firth -- 'Negotiating activity' in technical problem solving / Johannes Wagner -- 'Deviations' in an intercultural business negotiation / Helen E. Marriott -- Negotiating categories in travel agency calls / Harrie Mazeland, Marjan Huisman, and Marca Schasfoort -- Negotiating terms in social welfare office talk / Per Linell and Erik Fredin -- Disposal negotiations in general practice consultations / Paul ten Have -- Negotiating 'advice' in a call to a consumer helpline / Brian Torode -- Locating negotiation activity within document design presentations / John Wheatley
OCLC Number: 30476989
ISBN/ISSN: 0080424007