| Title: | La négociation commerciale – une analyse des aspects du comportement stratégique du négociateur : la métacommunication, le phénomène d’ancrage et l’ interdiscursivité |
| Author: | Marioara Ion |
| Publication: | Revue roumaine de linguistique, LIX (3), p. 279-294 |
| p-ISSN: | 0035-3957 |
| Publisher: | Editura Academiei |
| Place: | București |
| Year: | 2014 |
| Abstract: | We deem business negotiation to be a “communicative puzzle” which is continuously being (re)made, a co-construction of two people or groups of people who aim at reaching an agreement regarding an external object, owned by one and desired by the other. This article examines the way in which the communicative competence of the participants is being actualized in their attempt to settle an agreement, in particular, the strategic behaviour of the negotiator during the negotiation process. The aspects explored in our analysis are: (i) the metacommunication (as a tool of controlling and organizing the discourse, but also as a way of influencing the speaker); (ii) the anchoring phenomenon (as a means of thematize benchmarks from the beginning to the end of the negotiation, but also as an instrument of control and avoidance of refusals by the partner) and (iii) the interdiscursivity (as a method of creating the common territory, by the combination of the speaker, by implication of it in the appropriation from the partner's perspective, or by convincing one to accept the proposed « game », but also by inviting him to share common opinions with respect to the possible compromise solutions. |
| Key words: | discourse analysis, business negotiation, strategic behavior, metacommunication, anchoring phenomenon, interdiscursivity |
| Language: | French |
| Links: |  pdf  html |
Citations to this publication: 1
| 1 | Florin Sterian | Bibliografia românească de lingvistică (BRL, 57, 2014). Lucrări de lingvistică apărute în țara noastră în cursul anului 2014 | LR, LXIV (2), 183 | 2015 |
References in this publication: 2
| 58 | Liliana Ionescu-Ruxăndoiu | Limbaj și comunicare Elemente de pragmatică lingvistică | All Educational | 2003 | |
| 92 | Liliana Ionescu-Ruxăndoiu | Conversaţia: structuri şi strategii Sugestii pentru o pragmatică a românei vorbite | All | 1995; 1999 |
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