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Introduction&Konrad Ehlich-Johannes Wagner 1

Part Ⅰ:Business negotiation as discourse type 7

What makes a discourse a negotiation?&Johannes Wagner 9

Negotiation,decision-making and formalism:The problem of formand substance in negotiation analysis&David Francis 37

Part Ⅱ: Discourse structures in business negotiations 65

International sales talk&Jochen Rehbein 67

The management of discourse in international seller-buyer negotia-tions&Helen Marriott 103

Telenegotiation and sense-making in the"virtual marketplace"&Alan Firth 127

Organisational power in business negotiations&Mirjaliisa Charles 151

Part Ⅲ:Simulating business negotiations 175

Negotiation discourse and interaction in a cross-cultural perspec-tive:The case of Sweden and Spain&Lars Fant 177

Dyadic and polyadic sequencing patterns in Spanish and Danish negotiation interaction&Annette Grindsted 203

English and Danish communicative behaviour in negotiation simu-lations:On the use of intratextual and intertextual repetition&Flemming G.Andersen 223

An analysis of language use in negotiations:The role of context and content&Joyce Neu-John L.Graham 243

Part Ⅳ:Politeness and disagreement in business negotiations 273

The expression of disagreement&Judith Stalpers 275

Culturally determined facework priorities in Danish and Spanish business negotiation&Anette Villemoes 291

Politeness in French/Dutch negotiations&Per van der Wijst-Jan Ulijn 313

References 349

Index 373