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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.
- Sales Rank: #7726390 in Books
- Published on: 1991-10-10
- Original language: English
- Number of items: 1
- Dimensions: 9.21" h x .56" w x 6.14" l, 1.14 pounds
- Binding: Hardcover
- 244 pages
Review
"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
About the Author
Joan Mulholland is Associate Professor and Honorary Research Fellow for Language and Communication at the University of Queensland, Australia.
Most helpful customer reviews
1 of 1 people found the following review helpful.
Academic but somewhat practical
By David C. Prince
This books is great for someone like me who is a language teacher and needs to have a resource that provides real, well researched, information on negotiation that we can then synthesize for our students benefit. The information in here is valuable, but if you are complete new to a subject like socio-linguists you might find yourself having to learn some basic terminology and sociolinguistic theory. As the books is 20+ years old, it is slightly out of date.
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