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La négociation commerciale – une analyse des aspects du comportement stratégique du négociateur : la métacommunication, le phénomène d’ancrage et l’ interdiscursivité

Publicația: Revue roumaine de linguistique, LIX (3), p. 279-294
Editura:Editura Academiei
Rezumat: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.
Cuvinte-cheie:discourse analysis, business negotiation, strategic behavior, metacommunication, anchoring phenomenon, interdiscursivity
Limba: franceză

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