Introduction
Konrad Ehlich-Johannes Wagner
Part�� Business negotiation as discourse type
What makes a discourse a negotiation������ohannes Wagner
Negotiation��decision-making and formalism��The problem of form and substance in negotiation analysis����David Francis

Part �� Discourse structures in business negotiations
International sales talk����Jochen Rehbein
The management of discourse in international seller-buyer negotiations����Helen Marriott
Telenegotiation and sense-making in the��virtual marketplace������Alan Firth
Organisational power in business negotiations����Mirjaliisa Charles

Part ��Simulating business negotiations
Negotiation discourse and interaction in a cross-cultural perspective��The case of Sweden and Spain����Lars Fant
Dyadic and polyadic sequencing patterns in Spanish and Danish negotiation interaction����Annette Grindsted
English and Danish communicative behaviour in negotiation simulations��On the use of intratextual and intertextual repetition����Flemming G��Andersen
An analysis of language use in negotiations��The role of context and content����Joyce Neu-John L��Graham

Part ����Politeness and disagreement in business negotiations
The expression of disagreement����Judith Stalpers
Culturally determined facework priorities in Danish and Spanish business negotiation����Anette Villemoes
Politeness in French��Dutch negotiations����Per van der Wijst-Jan Ulijn
References
Index