The language of negotiations

Whereas economists have analyzed negotiation as an abstract event which is devoid of context or cultural aspects, language-oriented fields view negotiation as a discourse-based, evolving process or activity which is partly defined by the particular setting. The setting chosen for this study is an intercultural business meeting. The meeting can be viewed as a social setting which is invariably ruled by norms and behavior patterns of the specific culture. By analyzing the discourse used to create the process of negotiation in this setting, the researcher can pinpoint factors which are unique to the particular culture as well as how these aspects will effect the process of communication. Several variables, such as, concepts of politeness, leadership roles, floor length, interruption sequences, tum-taking styles and back-channel devices are all heavily influenced by cultural variables and thus are subject to differing interpretations by the different cultures represented. An analysis of the discourse brings these variables to light. This study analyzes the discourse used in a series of business meetings held between Italian and American participants. It was revealed through an analysis of the transcripts that both cultures possess differing tum-taking styles which heavily effect the participants interpretation of the discourse. The study focuses on an analysis of the differing tum-taking techniques with a particular attention on interruption sequences and floor maintenance and how this affects the interaction between the two cultures in the context of a business meeting. The results of this analysis are discussed as well as moments of discomfort and miscommunication which resulted from these differences. Implications for training will be investigated.

Name thesis:degree_name

M.A.

Level thesis:degree_level

Thesis

Discipline thesis:degree_discipline

Teaching English as a Second Language

Grantor

University of Illinois at Urbana-Champaign

Year dc:date

1997

Author dc:creator

• Czerepak, Catherine Ann

• Teaching English as Second Language
• Negotiation analysis
• Intercultural communication
• Discourse analysis
• Cross-cultural communication

Statement dc:rights

• Copyright by Catherine Ann Czerepak, 1997

Language dc:language

eng

Handle dc:identifier

https://hdl.handle.net/2142/125877

OAI identifier oai:identifier

oai:www.ideals.illinois.edu:2142/125877