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Index
Title Page
Copyright
Contents
Acknowledgements
Preface
Abbreviations
1 Intercultural business negotiations and organizational cultures in Brazil and Germany
1.1 Introduction
1.2 The dynamic model of meaning
1.3 What is a business negotiation?
1.3.1 The Brazilian business culture
1.3.2 The German business culture
1.3.3 Interculturality in business negotiations
1.3.4 On the dos and don’ts of do-and-don’t business manuals
1.4 The use of English in intercultural business negotiations: A case for world Englishes or English as a lingua franca?
1.4.1 World Englishes
1.4.2 English as a Lingua Franca
1.4.3 World Englishes versus English as a Lingua Franca
1.4.4 Word Englishes and English as a Lingua Franca: Towards intercultural understanding
Summary
2 Cultural linguistic and pragmatic perspectives on intercultural business negotiations
2.1 The cultural linguistic perspective: The study of cultural conceptualizations
2.1.1 Linguistic relativity
2.1.2 Cultural linguistics
2.1.3 Defining cultural conceptualizations
2.1.4 Cultural conceptualizations and ‘conceptual scripts’
2.1.5 Cultural Conceptualizations in world Englishes: Previous research
2.1.6 Brazilian and German cultural conceptualizations: Previous research
2.1.7 Hermeneutics, cultural conceptualizations, and intercultural understanding
2.2 Emic representations and the pragmatic perspective
2.2.1 Emic representations
2.2.2 Moves and sequences
2.2.3 Face
2.2.4 Business negotiations, intercultural communication, and discourse: Previous research
2.3 Scope and methodology of the present study
2.3.1 Cultural conceptualizations of business negotiations: recruitment of participants and interview rationale
Summary
3 Conceptualization and practice of business negotiations
3.1 Cultural conceptualizations of business negotiations
3.1.1 Respect in business negotiations
3.1.2 Success in business negotiations
3.1.3 Conflict in business negotiations
3.1.4 Cultural conceptualizations and the prior and actual situational contexts
3.2 Case study: The practice of business negotiations
3.2.1 Emic representations in HC-Comp interviews
3.2.2 E-mail exchanges between the Brazilian and German offices
3.2.3 The practice of business negotiation and the prior and actual situational contexts
3.3 Social and anthropological interpretations associated with the analysis
Summary
4 The study of language and culture through the speech-community and the community-of-practice perspectives
4.1 Implications of the conceptual and pragmatic analyses of business negotiations
4.2 Limitations of the study
4.3 Future perspectives
4.4 Concluding remarks
Appendix I: Interview script (main study)
Part I – Questions
Part II – interviewee completes sentences
Part III – General impressions
Appendix II: Interview script and procedures (case study)
Research-based consultancy – Interview script and procedures
Important: Permission to analyze telcos (5 min)
Appendix III: Simulated e-mails addressed in the interviews (case study)
Appendix IV: Report with preliminary results (case study)
Appendix V: Informed consent (main study)
Appendix VI: Informed consent (case study)
About the project
What will I (the researcher) do?
What will the data be used for?
Who will have access to the data?
References
Index
Notes
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