ABSTRACT
The Language of Negotiation aims to heighten awareness of language and to suggest practical ways to use language-related tactics to get results. It encourages the reader to recognise negotiation as a specifically language-centred activity and demonstrates how learning to use language effectively can radically improve negotiation skills.
The book features:
- A step-by-step guide on the practice of negotiation, from preparation to follow-up after the event
- Chapters on various aspects of negotiation, such as the spoken, written and interpersonal sides, as well as media interviewing and using the phone.
- Specific and useful strategies for actions like advising, complaining, confirming and dismissing.
- A range of effective and informative examples throughout, designed to show the value of enhanced language use and practical exercises to encourage the reader to apply the ideas to their own practice.
The Language of Negotiation will be of value to all those in business and professional life whose work involves negotiation. It will also be of particular interest to students in graduate schools of business or management and to anyone who has an interest in improving their negotiation skills. No prior knowledge of language theory is assumed on the part of the reader.
TABLE OF CONTENTS
part |36 pages
Preparation—the power of language
chapter |11 pages
Language and culture
chapter |23 pages
Language and discourse
part |81 pages
The management of spoken interaction
chapter |28 pages
Conversation: its nature, structure and ‘rules'
chapter |31 pages
Particular problems
chapter |15 pages
Media interviews
chapter |5 pages
Using the phone
part |16 pages
The management of written communication
chapter |14 pages
Written communication
part |73 pages
Negotiating actions
chapter |71 pages
Specific speech actions
part |9 pages
Wrap-up—language after the event