The language of negotiation: a Handbook of practical strategies for improving communication
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
London [u.a.]
Routledge
1991
|
| Ausgabe: | 1. publ. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XIV, 229 S. |
| ISBN: | 0415060419 0415060400 |
Internformat
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| 245 | 1 | 0 | |a The language of negotiation |b a Handbook of practical strategies for improving communication |c Joan Mulholland |
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| 264 | 1 | |a London [u.a.] |b Routledge |c 1991 | |
| 300 | |a XIV, 229 S. | ||
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Datensatz im Suchindex
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|---|---|
| adam_text | Contents
Introduction xi
PART I PREPARATION - THE POWER OF LANGUAGE
1 Language and culture 3
Language 3
Language s role in creating meaning 3
The means by which language works 5
The dependence of language on history 8
Language as social bonding 9
Culture 11
2 Language and discourse 14
Discourse 14
Language in action 17
The power of metaphor 18
How a metaphor works 19
Paradigm and syntagm 22
Paradigms 23
Syntagms 25
Language strategies 27
Realising events 27
Paradigm choices 27
Syntagm choices 31
Realising the interpersonal 32
Bonding 32
Role setting 34
Tone setting 36
PART II THE MANAGEMENT OF SPOKEN INTERACTION
3 Conversation: its nature, structure and rules 39
Genre 39
viii Contents
Negotiation as conversation 40
Acts of negotiation 41
Preparation 42
Spoken interaction - general 42
Interaction structure 44
Initial phase 45
Central phase 46
Closing phase 47
At individual act level 47
Preferred responses 48
Turntaking 54
Yielding a turn 55
Holding the floor 56
Claiming a turn 56
Listening 57
Listening for meaning 58
Making meanings your own 59
Topic 60
Control of topic 65
4 Particular problems 67
Introduction 67
Strategies for good relationships 67
Face work 68
Agreement 68
Preparation for the event 69
During the event 70
Cross-cultural communication 75
General 77
Discourse 78
Genre 81
7 e management of spoken interaction 85
Speech pairs 85
Turntaking 86
Speech acts 88
Locution 88
Illocutionary force 89
Perlocutionary effect 94
Speech act occurrence 95
5 Media interviews 98 :
Preparation 98
UnderStanding how the media work 99
Contents ix
Specific preparation 104
The interview 105
Strategies and counter-strategies 107
The Interviewer s language 109
Monitor your own speech 110
6 Using the phone 113
Introduction 113
The phone call 114
PART III THE MANAGEMENT OF WRITTEN COMMUNICATION
7 Written communication 121
Introduction 121
Content 121
Coverage 121
Proposition 125
Supporting data 127
Designing the text 127
Arrangement 128
Style 131
Presentation 134
Text distribution 134
PART IV NEGOTIATING ACTIONS
8 Specific speech actions 137
Introduction 137
Accept 139
Response types 139
Accuse 145
Advise 148
Advice in writing 151
Answer 151
The work answers do 151
Successful answers 152
Evasive answers 152
Apologise 153
Argue 156
Why argue? 157
Starting an argument 157
Losing an argument 158
Ask 159
x Contents
Asking for Information 159
Asking for sometbing to be done 162
Assen 162
Signals of assertion 163
Social implications of assertion 164
Goals of assertion 165
Complain 166
Confirm 168
Direct 171
Discuss 174
Dismiss 176
Dismissal of an employee 176
Dismissal of an idea 177
Inform 180
Informing oneself 180
Informing others 181
Scripts 184
Negotiate 186
Offer 189
Promise 191
Refer 193
Report 196
Reprimand 201
Teil 203
How best to use the narrative form 205
PART V WRAP-UP - LANGUAGE AFTER THE EVENT
9 Completing the negotiation 211
Remembering and recalling 211
Introduction 211
Strategies for remembering 213
Strategies for recalling 214
Strategies for being remembered 215
Recording 216
Follow-up 217
Bibliography 219
Index 223
|
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| illustrated | Not Illustrated |
| indexdate | 2024-07-09T16:41:09Z |
| institution | BVB |
| isbn | 0415060419 0415060400 |
| language | English |
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| physical | XIV, 229 S. |
| publishDate | 1991 |
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| spelling | Mulholland, Joan Verfasser aut The language of negotiation a Handbook of practical strategies for improving communication Joan Mulholland 1. publ. London [u.a.] Routledge 1991 XIV, 229 S. txt rdacontent n rdamedia nc rdacarrier Negociación Verhandlungstechnik (DE-588)4134584-8 gnd rswk-swf Verhandlungsführung (DE-588)4187777-9 gnd rswk-swf Verhandlungstechnik (DE-588)4134584-8 s DE-604 Verhandlungsführung (DE-588)4187777-9 s HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=003889837&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Mulholland, Joan The language of negotiation a Handbook of practical strategies for improving communication Negociación Verhandlungstechnik (DE-588)4134584-8 gnd Verhandlungsführung (DE-588)4187777-9 gnd |
| subject_GND | (DE-588)4134584-8 (DE-588)4187777-9 |
| title | The language of negotiation a Handbook of practical strategies for improving communication |
| title_auth | The language of negotiation a Handbook of practical strategies for improving communication |
| title_exact_search | The language of negotiation a Handbook of practical strategies for improving communication |
| title_full | The language of negotiation a Handbook of practical strategies for improving communication Joan Mulholland |
| title_fullStr | The language of negotiation a Handbook of practical strategies for improving communication Joan Mulholland |
| title_full_unstemmed | The language of negotiation a Handbook of practical strategies for improving communication Joan Mulholland |
| title_short | The language of negotiation |
| title_sort | the language of negotiation a handbook of practical strategies for improving communication |
| title_sub | a Handbook of practical strategies for improving communication |
| topic | Negociación Verhandlungstechnik (DE-588)4134584-8 gnd Verhandlungsführung (DE-588)4187777-9 gnd |
| topic_facet | Negociación Verhandlungstechnik Verhandlungsführung |
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