In this chapter, I have provided an overview of linguistically inspired research on business negotiation and shown how this is necessarily cross-disciplinary in nature. Those aspects of business negotiation found to be linguistically relevant include: pragmatics, particularly in the form of speech act theory; pronoun choice; the use of specialized lexis; vague language; and hypothetical direct reported speech. The discussion has revealed a general interest in the topic, but also, and most strikingly, a dearth of serious work on (i) the specific vocabulary of business negotiation and (ii) linguistic training for negotiators in a second or third language other than English.


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Florian Menz

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