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The Language of Negotiation : A Handbook of Practical Strategies for Improving Communication - Joan Mulholland

The Language of Negotiation

A Handbook of Practical Strategies for Improving Communication

Hardcover Published: 12th September 1991
ISBN: 9780415060400
Number Of Pages: 244
For Ages: 15 - 18 years old

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Successful negotiators do not take language for granted. Spoken and written language is the instrument of negotiation. Understanding and using its power is central to managing and influencing the process of exchanging information and discussing ideas in order to reach agreement and achieve goals.
The aims of "The Language of Negotiation" are to heighten awareness of the role of language, and to suggest practical ways language-related tactics can be used to get results. Specific strategies are indexed for ease of reference. Throughout, there are exercises and examples to review practice and to experiment with new skills.
Joan Mulholland explains the role of culture, and the qualities and functions of language that are most influential in a negotiation. She suggests strategies and specific tactics for managing spoken interaction, for example by controlling the topic or using listening skills to read the situation. She also deals with particular problems such as gaining cooperation and agreement even in adversarial or confrontational situations, handling cross-cultural encounters, controlling media interviews and conducting negotiations by telephone.
Written in a style that avoids unnecessary technical terms, "The Language of Negotiation" will be a useful handbook for anyone in business and professional life whose work involves negotiation, from informal exchanges face-to-face or on the telephone, to high-level meetings. Its practical application of recent research in discourse and language pragmatics will also be of interest to students of linguistics and communication.

"I would recommend this book unequivocally for college library purchase because it offers one of the best language based appraoches to negotiation. Individuals studying or teaching negotiational argument also will find this book worthy of examination." -"Argumentation and Advocacy

Introduction Preparation - The Power of Language
Language and Culture
Language and Discourse
Conversation - its Nature, Structure and 'Rules'
Particular Problems
Media Interviews
Using the Phone
Written Communication
Specific Speech Acts
Completing the Negotiation
References
Index
Table of Contents provided by Publisher. All Rights Reserved.

ISBN: 9780415060400
ISBN-10: 0415060400
Audience: Tertiary; University or College
For Ages: 15 - 18 years old
For Grades: 10 - 12
Format: Hardcover
Language: English
Number Of Pages: 244
Published: 12th September 1991
Country of Publication: GB
Dimensions (cm): 23.39 x 15.6  x 1.42
Weight (kg): 0.52
Edition Number: 1