The Discourse of Negotiation

Preface (A. Firth). Contents. Transcript Notation. Theoretical Considerations. Introduction (A. Firth). Negotiation in workplaces: the view from a political linguist (D.V.J. Bell). Negotiation in Intraorganizational Encounters. Negotiation and compromise: a microanalysis of a discussion in the United States Federal Trade Commission (J. Bilmes). Agendas and arrangements: everyday negotiations in meetings (D. Boden). Making a bid for change: formulations in union/management negotiations (E. Walker). Masked negotiation in a Japanese work setting (K. Jones). Practices in the work of ordering software development (G. Button, W. Sharrock). Negotiation in Commodity Trading. Talking for a change: telephone-mediated negotiations in commodity trading (A. Firth). `Negotiating activity' in technical problem solving (J. Wagner). `Deviance' in intercultural business negotiations (H. Marriott). Negotiation in Professional-lay Interactions. Negotiating categories in travel agency calls (H. Mazeland et al.). Negotiating terms in social welfare office talk (P. Linell, E. Fredin). Disposal negotiations in general practice consultations (P. ten Have). Negotiating 'advice' in a call to a consumer helpline (B. Torode). Locating negotiation activity within document design presentations (J. Wheatley). References. Name Index. Subject Index.