Business negotiations: Interdependence between discourse and the business relationship

How non-native English-speaking staff are evaluated in linguistically diverse organizations: A sociolinguistic perspective

“…Important international business contexts for the use of spoken English, which is our primary interest, are negotiations (e.g. Charles, 1996;Planken, 2005;Vuorela, 2005) and meetings (e.g. Bargiela-Chiappini & Harris, 1997;Poncini, 2004;Rogerson-Revell, 1999).…”

“Hej Seppo, Could You pls Comment on This!”—Internal Email Communication in Lingua Franca English in a Multinational Company

“…Both Gains (1999) and Gimenez (2000) investigated business email messages on the basis of different kind of data: Gains's messages had a permanent legal status whereas Gimenez's messages represented exchange in an established business relationship, which would affect the extent to which informal language could be used (see also Charles 1996Charles , 1994 for the difference in formality between new and established business relationships). In Gains's (1999: 85, 99) study consisting of both commercial and academic email messages, the commercial emails followed the conventions of standard written business English and the general style could be described as "semi-formal tone of co-operative business colleagues", whereas academic emails represented a semi-formal to very informal conversational form of communication mimicking a form of conversation, albeit conducted in extended time and with an absent interlocutor.…”

Building intercultural alliances: a study of moves and strategies in initial business negotiation meetings

“…Some representative studies can be found in Spencer-Oatey's (2000) work on rapport management and in an earlier study conducted by Charles (1996) on business relationship building with sales contacts. Their contribution lies in highlighting the importance of relational goals in cross-cultural negotiation.…”

“…A discoursal approach is defined by Widdowson (1983) as a research perspective which examines the interactive process. Researchers such as Bülow-Møller (1993), Lampi (1986), Charles (1996), Li et al (2001), Spencer-Oatey (2000), and Planken (2005) offer insights into the nature of negotiation by analyzing the linguistic strategies used.…”