Managing rapport in lingua franca sales negotiations: A comparison of professional and aspiring negotiators

This article presents selective findings from a study that investigated how facework is used to achieve interpersonal goals in intercultural sales negotiations. The article reports on linguistic analyses of what Spencer-Oatey has termed “rapport management” which, in a negotiation context, is aimed...

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Veröffentlicht in:	English for specific purposes (New York, N.Y.) N.Y.), 2005, Vol.24 (4), p.381-400
1. Verfasser:	Planken, Brigitte
Format:	Artikel
Sprache:	eng
Schlagworte:	Business Communication England (Bath) International Trade Interpersonal Relationship Linguistics New York
Online-Zugang:	Volltext
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