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

By Joan Mulholland | Go to book overview

Index

a
accept138-9
focusing on act 143-4
focusing on gift 144-5
focusing on giver 144
rejecting an offer 139
see also offer
accepting
business matters 141-2
ideas or propositions 142-3
personal gifts 140-1
accuse145-6
consequences for alleged doer 148
consequences for speaker 147
strategies 146-7
adjectives
power of 29
adverbs 30
advise148
choosing proper time for advice 150
effects 150
strategies 149-50
in writing 151
agreement 68-9
and face 70
need for 67
strategies 68-9
answer151
effects 151-2
evasion 152-3
strategies 152
apologise153
recognition of an apology 156
strategies 154-6
argue156, 159
effects of arguing 157
losing an argument 158-9
responding to arguments 158
starting an argument 157-8
arrangement of text 128-31
ask159
closed questions 161
effects 160
asking for information 160-2
open questions 160-1
problems 162
rhetorical questions 161-2
as way of requesting 162
assert162-3
goals 165-6
implications of 164-5
signals of 163-4

b
being remembered
strategies 215-16
by using scripts 215
blunt speech acts 70, 88-97
bonding 10, 32
by casual speaking 33
by codeswitching 34
by emotional language 33
by personal vocabulary 32
self-presentation 32
by shared references 33
by use of topic 64

c
casualness in speaking for bonding 33
central phase functions 46
clichés 44
closed questions 161
closing phase functions 47
codes, elaborated and restricted 33
codeswitching for bonding 34
colloquial/demotic language 83
commands 52, 162

-223-

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