Literaturnachweis - Detailanzeige
| Autor/in | Lampi, Mirjaliisa |
|---|---|
| Titel | The Language of Negotiation Strategy. |
| Quelle | (1987), (9 Seiten) |
| Sprache | englisch |
| Dokumenttyp | gedruckt; Monographie |
| Schlagwörter | Administrator Education; Business Administration Education; Business Communication; Conflict Resolution; Discourse Analysis; English for Special Purposes; Foreign Countries; Higher Education; Marketing; Persuasive Discourse; Second Language Instruction; Teaching Methods; Finland |
| Abstract | Two Finnish courses in business English were designed to teach students language that will enable them to negotiate effectively in English. The instructional approach is based on an analysis of recorded negotiations carried out in British subsidiaries of Finnish companies. The analysis identified a group of linguistic variables through which, it is proposed, negotiation strategy is created and manipulated. On the macro-level, two conversation phases were discriminated: gathering and encounter. The encounter phase was further divided into three phases (chat, discussion, and bargaining) and the characteristics of each phase were noted. On the micro-level, three types of speech acts were found: acts contributing to the negotiation climate (mitigation, emphasis, address); topic-oriented acts; and silent acts. Additional significant variables include: lack of threats, demands, and negative-affect acts; persuasive behavior in the form of statistical, example, analogy, or causal self-support argumentation, combined with other-support and positive-affect acts; chat phases interspersed among topic-oriented phases; predominance of discussion phases over bargaining; floor-sharing, involving frequent floor-changes; and in topic development, alternation of preferred items (good news) and dispreferred items (bad news). Further research is recommended. (MSE) |
| Erfasst von | ERIC (Education Resources Information Center), Washington, DC |
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