International sales talk : on some linguistic needs of today's business communication in European settings
- 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
Author: | Jochen Rehbein |
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URN: | urn:nbn:de:hebis:30-1098754 |
ISSN: | 0176-559X |
Parent Title (German): | Arbeiten zur Mehrsprachigkeit ; 48 |
Publisher: | Universität Hamburg, Germanisches Seminar, Arbeitsbereich Deutsch als Fremdsprache |
Place of publication: | Hamburg |
Document Type: | Book |
Language: | English |
Date of Publication (online): | 2008/02/29 |
Year of first Publication: | 1992 |
Publishing Institution: | Universitätsbibliothek Johann Christian Senckenberg |
Contributing Corporation: | Arbeitsstelle Mehrsprachigkeit, Hamburg ; Universität Hamburg, Arbeitsbereich Deutsch als Fremdsprache |
Release Date: | 2008/02/29 |
Page Number: | 16 |
Last Page: | 22 |
Note: | Signatur: Nq 4768 |
HeBIS-PPN: | 371424909 |
Dewey Decimal Classification: | 4 Sprache / 40 Sprache / 400 Sprache |
Sammlungen: | Linguistik |
Sonstige | |
Licence (German): | Archivex. zur Lesesaalplatznutzung § 52b UrhG |