Skip to content
DIALOGOS

Economic Discourse and Types of Verbal Interaction

Remarques sur la négociation commerciale face à face

Ruxandra Constantinescu-Ștefănel

Pages 17–26

Licence © 2000 the authors · CC BY 4.0

Abstract

The article proposes an analysis of the communication situation « face-to-face business negotiation ». The methodology chosen is conversational analysis. The author describes the stages of a business meeting and reaches the conclusion that their structure is determined by their function, the types of resolution of conversational sequences typical for negotiation as well as the two main speech acts, « arguing » and « refuting ».

Keywords —

business negotiation · conversational analyses · sequence · resolution · speech act
Download PDF
Cite this article

Constantinescu-Ștefănel, R. (2000). Remarques sur la négociation commerciale face à face. Dialogos, 02, 17–26.

Constantinescu-Ștefănel, Ruxandra. “Remarques sur la négociation commerciale face à face.” Dialogos, vol. 02, 2000, pp. 17–26.

Constantinescu-Ștefănel, Ruxandra. 2000. “Remarques sur la négociation commerciale face à face.” Dialogos 02: 17–26.

@article{constantinescustefanel2000remarques,
  author  = {Constantinescu-Ștefănel, Ruxandra},
  title   = {Remarques sur la négociation commerciale face à face},
  journal = {Dialogos},
  year    = {2000},
  volume  = {02},
  pages   = {17--26}
}
TY  - JOUR
AU  - Constantinescu-Ștefănel, Ruxandra
TI  - Remarques sur la négociation commerciale face à face
JO  - Dialogos
PY  - 2000
VL  - 02
SP  - 17
EP  - 26
ER  -