The Language of Negotiation: A Handbook of Practical Strategies for Improving Communication

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Joan Mulholland

The Language of Negotiation

A Handbook of Practical Strategies for Improving Communication

Joan Mulholland

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Hardback

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English

Routledge
12 September 1991

Business negotiation; Business communication & presentation

"Successful negotiators do not take language for granted. Spoken and written language is the instrument of negotiation. Understanding and using its power is central to managing and influencing the process of exchanging information and discussing ideas in order to reach agreement and achieve your goals. The aims of the book are to heighten awareness of the role of language, and to suggest practical ways you can use language skills to improve the effectiveness of your contribution, your reading of the situation and your ability to manage and control the negotiation process. Specific strategies are indexed for ease of reference. Throughout, there are exercises and examples you can use to review your own practice and to experiment with new skills. ""The Language of Negotiation"" explains the role of culture, and the qualities and functions of language that are most influential in a negotiation. It suggests strategies and specific tactics for managing spoken interaction, for example by controlling the topic or using listening skills to read the situation. It also deals with particular problems such as gaining cooperation and agreement even in adversarial or confrontational situations, hand This book should be of interest to students and teachers of business, communication studies and language and professionals developing communication skills."

By: Joan Mulholland
Imprint: Routledge
Country of Publication: United Kingdom
Dimensions: Height: 234mm, Width: 156mm, Spine: 14mm
Weight: 498g
ISBN: 9780415060400
ISBN 10: 0415060400
Pages: 244
Publication Date: 12 September 1991
Audience: College/higher education , General/trade , Primary , ELT Advanced
Format: Hardback
Publisher's Status: Active

Part 1 Preparation—the power of language; Chapter 1 Language and culture; Chapter 2 Language and discourse; Part 2 The management of spoken interaction; Chapter 3 Conversation: its nature, structure and ‘rules’; Chapter 4 Part icular problems; Chapter 5 Media interviews; Chapter 6 Using the phone; Part 3 The management of written communication; Chapter 7 Written communication; Part 4 Negotiating actions; Chapter 8 Specific speech actions; Part 5 Wrap-up—language after the event; Chapter 9 Completing the negotiation;

Joan Mulholland is Associate Professor and Honorary Research Fellow for Language and Communication at the University of Queensland, Australia.

Reviews for The Language of Negotiation: A Handbook of Practical Strategies for Improving Communication

"""I would recommend this book unequivocally for college library purchase because it offers one of the best language based appraoches to negotiation. Individuals studying or teaching negotiational argument also will find this book worthy of examination."" -""Argumentation and Advocacy"