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Discourse Organization and Power: Towards a Pragmatics of Sales Negotiations.
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Lampi, Mirjaliisa – 1993
This study analyzed audio recordings of authentic business negotiations carried out by native speakers of English in British companies. Analysis focuses on the roles of buyer and seller, with special emphasis on the inherent power differential caused by the reality of the business transaction and the pragmatics of the business relationship. In…
Descriptors: Audiotape Recordings, Business Communication, Discourse Analysis, English