Organisational power in business negotiations

Charles, Mirjaliisa

doi:10.1515/9783110881516.151

Cited by 3 publications

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“…Multimethod approaches to business talk (Charles, 1995;Neu & Graham, 1995) There are several further pertinent examples of studies of spoken business discourse that have used CA, at least as a methodological starting point, in combination with insights from other disciplines. Charles (1995), for instance, used CA to investigate manifestations of organizational power in authentic business negotiations between native speakers of English.…”

Section: Further Examples Of Ca Approaches To Studying the Sequentialmentioning

confidence: 99%

“…Charles (1995), for instance, used CA to investigate manifestations of organizational power in authentic business negotiations between native speakers of English. Based on an analysis of discourse topic development as an indicator of power shift in the negotiations, she demonstrates the power differential that characterizes the positions held by buyers and sellers.…”

Section: Further Examples Of Ca Approaches To Studying the Sequentialmentioning

confidence: 99%

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Business Discourse

Bargiela‐Chiappini

Nickerson

Planken

2013

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Research and Practice in Applied LinguisticsSeries Standing Order ISBN 978-1-403-91184-1 hardcover 978-1-403-91185-8 paperback (outside North America only)You can receive future titles in this series as they are published by placing a standing order. Please contact your bookseller or, in case of diffi culty, write to us at the address below with your name and address, the title of the series and the ISBN quoted above.

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Section: Further Examples Of Ca Approaches To Studying the Sequentialmentioning

confidence: 99%

Section: Further Examples Of Ca Approaches To Studying the Sequentialmentioning

confidence: 99%

Business Discourse

Bargiela‐Chiappini

Nickerson

Planken

2013

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“…Im Zeitalter der fortschreitenden Globalisierung gilt als die am häufigsten verwendete Sprache der internationalen Kommunikation oder als lingua franca das Englische, das als globale Weltsprache gesehen wird (Richter, 2009, S. 49) Die Wirtschaftskommunikation, insbesondere Verhandlungen, bleibt in den linguistischen Forschungen immer noch wenig erforscht (Charles, 1995;Bastos, 1996;Zhuang und Huang, 2020) Verhandlungsmacht ist (En. bargaining power) (Chamberlain, 1951;Hofstede, 1984;, Peleckis, 2014Volkema et.…”

Section: Introductionunclassified

“…Frauensprache in der Bildungskommunikation (Kulbayeva, 2020) oder die familiäre Alltagskommunikation (Nguyen, 2020). Geschäftsverhandlungen werden von den Sprachwissenschaftlern unter dem Aspekt, nämlich der sozialen Variablen Macht und Solidarität, kaum analysiert; einiges dazu findet man bei Charles (1995), Tannen (1995), Zhuang und Huang (2020).…”

Section: Introductionunclassified

Interactional-Sociolinguistic Analysis of the Dynamics of Power and Solidarity in German– Lithuanian Business Negotiations

Gelūnaitė-Malinauskienė

2022

Sustainable Multilingualism

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Summary The article analyses German-Lithuanian business negotiations in the English language, focusing on questions of the dynamics of power and solidarity (Tannen, 1993, 1995), realized through various politeness strategies (Brown & Levinson, 1987). In the evaluation of the audio material and the determination of the type of conversation as “business negotiation”, it has been assumed that this is a communication situation in which the participants want to make an agreement based on different or identical objectives (Wagner, 1995). In the first phase of the analysis, the excerpts of the discussions were selected to determine which goal is being pursued by the participants. In the next phase, the politeness strategies used by the participants are explained to determine how the dynamics of power and solidarity arise locally and which intentions are thereby realized by the participants or what special purpose the local dynamics serve against the background of the general discussion goal. The exemplary analysis refers to the theoretical-methodological approaches of Gumperz, Brown, and Levinson as well as Tannen, whereby special importance is given to the studies that deal with the politeness strategies with regard to the generation of the dynamics of power and solidarity in institutional interaction, especially from the point of view of conversational analysis (Kulbayeva, 2020; Zhuang & Huang, 2020). The results of the analysis could be helpful for learners and teachers of a foreign language, especially if they are interested in intercultural business communication and teaching language for specific purposes and want to deal with authentic material.

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Theory of negotiations and power display common characteristics

Contributions to Economics

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Organisational power in business negotiations

Cited by 3 publications

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Business Discourse

Business Discourse

Interactional-Sociolinguistic Analysis of the Dynamics of Power and Solidarity in German– Lithuanian Business Negotiations

Theory of negotiations and power display common characteristics

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