TY  - BOOK
A1  - Rehbein, Jochen
T1  - International sales talk : on some linguistic needs of today's business communication in European settings
T2  - Arbeiten zur Mehrsprachigkeit ; 48
N2  - The paper focuses on business negotiation in settings in which participants from different mothertongue backgrounds choose French, English andfor German as one of their languages of communication. A general scheme of the action-pattem of buying and selling will be sketched out which allows us to analyze specific Courses of verbal actions according ta their communicative functions within the negotiation process. In particular, the discourse of business communication is to be specified as a decision making process on the part of the buyer which is executed in a step-by-step order, and which is Open to the application of a bundle of the seller's strategies, tactics, and communicative techniques. In international negotiations, effects of unobserved miscommunication are, among others, far-stretched communicative circles, prolongation of negotiation time, non-functional explanations and several other repetitive structures. 1. Languages of trade and commerce - languages of communication 2. Communication in a Buy-Sell-Context is patterned 2.1. Entering the Pattern 2.2. The Main Phase 2.3. The Bidding Phase 2.4. The Specifc Conditions 2.5. Negotiating the Contract 3. The Central Point 3.1. The Buyer's Decision-Making Process 3.2 Decision-Making and Role-Playing 3.3. Intercultural Difference of the Decision-Making Process 4. Bridging the Buyer's Gap of Knowledge 5. The Language of Trade and Commerce 6. The Needs of Further Research: Data References
Y1  - 2008
UR  - http://publikationen.ub.uni-frankfurt.de/frontdoor/index/index/docId/16744
UR  - https://nbn-resolving.org/urn:nbn:de:hebis:30-1098754
SN  - 0176-559X
N1  - Signatur: Nq 4768
EP  - 22
PB  - Universität Hamburg, Germanisches Seminar, Arbeitsbereich Deutsch als Fremdsprache
CY  - Hamburg
ER  -