Chat phases, disagreements and claim backing in simulated sales negotiations : an applied linguistics perspective
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Authors
Van Huyssteen, Matthys Petrus
Issue Date
1998-09
Type
Dissertation
Language
en
Keywords
Applied linguistics , Argumentation , Business training , Claim backing , Disagreement , Discourse analysis , ESP , Genre analysis , Negotiation , Simulations
Alternative Title
Abstract
This study compared simulated sales negotiations with authentic negotiations. Specifically, three
areas of language were considered: (i) chat phases, (ii) mitigation in disagreements, and (iii)
argumentation. Findings indicated that greatly reduced use of chat phases in the simulations led to an
impoverishment of the interactional aspect of communication. A statistical analysis indicated that
mitigation of disagreements was significantly reduced when compared to authentic negotiations.
Finally, in spite of the difference noted between professional and non-professional negotiators in the
simulated negotiations, a significant increase in the use of argumentation was found in the
simulations. Even though further research would be required, it could be hypothesized that these
differences may be attributed to the one-off nature of simulations, the absence of a surrounding
business context and the intrinsic difficulty of using interactional language in simulations. These
factors should be considered when simulations are used and designed for business and LSP training
courses.
Description
Citation
Van Huyssteen, Matthys Petrus (1998) Chat phases, disagreements and claim backing in simulated sales negotiations : an applied linguistics perspective, University of South Africa, Pretoria, <http://hdl.handle.net/10500/17726>