Bargaining across boundaries : topic management in negotiation discourse
Negotiation interaction is of special interest to an Applied Linguist for four reasons: * the need for applied language research: negotiating - informal or formal - is a common speech event in many domains, and investigation into negotiation discourse has been explicitly urged by researchers in other disciplines, * the usefulness of identifiable goals: negotiators' predetermined goals regarding the items they are bargaining about aid discourse analysis by making it easier to measure how successful the communication has been, * the presence of special language features: the high transactional content and the strategic nature of the negotiation speech event makes its sociopragmatic and pragmalinguistic demands more obvious than those of general conversation, * the relevance to English as an International Language: many English language negotiations take place in international domains. This thesis focuses on the process of topic management in negotiation talk, within the broad framework of Discourse Analysis. Previous negotiation research has largely lacked the insights offered by discourse analysis, and topic management is a particularly effective way of looking at this specialised language use where conflict
Julian, Mary Ann
Bargaining across boundaries : topic management in negotiation discourse. Negotiation interaction is of special interest to an Applied Linguist for four reasons: * the need for applied language research: negotiating - informal or formal - is a common speech event in many domains, and investigation into negotiation discourse has been explicitly urged by researchers in other disciplines, * the usefulness of identifiable goals: negotiators' predetermined goals regarding the items they are bargaining about aid discourse analysis by making it easier to measure how successful the communication has been, * the presence of special language features: the high transactional content and the strategic nature of the negotiation speech event makes its sociopragmatic and pragmalinguistic demands more obvious than those of general conversation, * the relevance to English as an International Language: many English language negotiations take place in international domains. This thesis focuses on the process of topic management in negotiation talk, within the broad framework of Discourse Analysis. Previous negotiation research has largely lacked the insights offered by discourse analysis, and topic management is a particularly effective way of looking at this specialised language use where conflict
bargaining across_boundary topic management negotiation discourse negotiation interaction special_interest applied linguist reason need apply language negotiate informal formal common speech event many domain investigation negotiation discourse explicitly urge researcher discipline usefulness identifiable goal goal regard item aid discourse_analysis make easy measure successful communication presence special_language feature high content strategic nature negotiation speech event make demand obvious general conversation relevance english international language many english_language negotiation take_place international domain focus process topic management negotiation talk within_broad framework discourse_analysis previous negotiation largely lack insight_offer discourse_analysis topic management particularly effective_way look specialised language_use conflict