Introduction

　Konrad Ehlich-Johannes Wagner

PartⅠ: Business negotiation as discourse type

　What makes a discourse a negotiation？——ohannes Wagner

　Negotiation，decision-making and formalism：The problem of form and substance in negotiation analysis——David Francis

Part Ⅱ: Discourse structures in business negotiations

　International sales talk——Jochen Rehbein

　The management of discourse in international seller-buyer negotiations——Helen Marriott

　Telenegotiation and sense-making in the“virtual marketplace”——Alan Firth

　Organisational power in business negotiations——Mirjaliisa Charles

Part Ⅲ：Simulating business negotiations

　Negotiation discourse and interaction in a cross-cultural perspective：The case of Sweden and Spain——Lars Fant

　Dyadic and polyadic sequencing patterns in Spanish and Danish negotiation interaction——Annette Grindsted

　English and Danish communicative behaviour in negotiation simulations：On the use of intratextual and intertextual repetition——Flemming G．Andersen

　An analysis of language use in negotiations：The role of context and content——Joyce Neu-John L．Graham

Part Ⅳ：Politeness and disagreement in business negotiations

　The expression of disagreement——Judith Stalpers

　Culturally determined facework priorities in Danish and Spanish business negotiation——Anette Villemoes

　Politeness in French／Dutch negotiations——Per van der Wijst-Jan Ulijn

References

Index