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The Discourse of Negotiation
Studies of Language in the Workplace
- 1st Edition - January 12, 1987
- Editor: A. Firth
- Language: English
- Paperback ISBN:9 7 8 - 1 - 4 9 3 3 - 0 7 9 5 - 1
- eBook ISBN:9 7 8 - 1 - 4 8 3 2 - 9 9 1 8 - 1
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… Read more
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Request a sales quoteThe 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.
For undergraduates, graduate students, professional researchers interested in language and social interaction, sociolinguistics, ethnography, as well as sociology, social psychology, anthropology, business studies, marketing, political science and communication studies.
Preface (A. Firth). Contents. Transcript Notation. Theoretical Considerations. Introduction (A. Firth). Negotiation in workplaces: the view from a political linguist (D.V.J. Bell). Negotiation in Intraorganizational Encounters. Negotiation and compromise: a microanalysis of a discussion in the United States Federal Trade Commission (J. Bilmes). Agendas and arrangements: everyday negotiations in meetings (D. Boden). Making a bid for change: formulations in union/management negotiations (E. Walker). Masked negotiation in a Japanese work setting (K. Jones). Practices in the work of ordering software development (G. Button, W. Sharrock). Negotiation in Commodity Trading. Talking for a change: telephone-mediated negotiations in commodity trading (A. Firth). `Negotiating activity' in technical problem solving (J. Wagner). `Deviance' in intercultural business negotiations (H. Marriott). Negotiation in Professional-lay Interactions. Negotiating categories in travel agency calls (H. Mazeland et al.). Negotiating terms in social welfare office talk (P. Linell, E. Fredin). Disposal negotiations in general practice consultations (P. ten Have). Negotiating 'advice' in a call to a consumer helpline (B. Torode). Locating negotiation activity within document design presentations (J. Wheatley). References. Name Index. Subject Index.
- No. of pages: 452
- Language: English
- Edition: 1
- Published: January 12, 1987
- Imprint: Pergamon
- Paperback ISBN: 9781493307951
- eBook ISBN: 9781483299181
AF
A. Firth
Affiliations and expertise
Department of Language and Intercultural Studies, Aalborg University, DenmarkRead The Discourse of Negotiation on ScienceDirect