The topic of negotiation has turned out to be of crucial interdisciplinary interest for our understanding of what we are doing in language use. Are we exchanging meanings defined in advance and presupposing equal understanding on the basis of a rule-governed system, or are we negotiating meaning and understanding in the framework of an open dialogic universe? Negotiation, on the one hand, can be taken as the name of a specific dialogue type or action game of bargaining. On the other hand, it represents a methodological concept for describing and explaining dialogic interaction which replaces the orthodox view of pattern transference. The papers collected in this volume deal with both versions of the concept of negotiation. This volume contains a selection of papers presented at the International Conference on Pragmatics and Negotiation at Tel Aviv University and the Hebrew University of Jerusalem in June, 1999. The dialogic aspect was taken as the key concept to guide the present selection.
1. Foreword (by Weigand, Edda);
2. Part I: Negotiation, Mediation and
Power;
3. Reputation and refutation: Negotiating merit (by Dascal, Marcelo);
4. The mediator as power broker (by Fraser, Bruce);
5. "We are different
than the Americans and the Japanese!": A critical discourse analysis of
decision-making in European Union meetings about employment policies (by
Wodak, Ruth);
6. Games of power (by Weigand, Edda);
7. The grammar of
bargaining (by Hundsnurscher, Franz);
8. Negotiation in business meetings (by
Dannerer, Monika);
9. Interlocutionary scenarios as negotiation of diatextual
power (by Mininni, Giuseppe);
10. Part II: Means of Negotiation;
11.
Addresser, addressee and target: Negotiating roles through ironic criticism
(by Weizman, Elda);
12. Negotiation of irony in dialogue (by Ghita, Andreea
C.);
13. A case of negotiation: The argumentative concession in Latin (by
Maraldi, Mirka);
14. Silence as a tool for the negotiation of sense in
multi-parties conversations (by Cortini, Michela);
15. Part III: Objects of
Negotiation;
16. The negotiation of affect in natural conversation (by
Drescher, Martina);
17. Implicit communication in political interviews:
Negotiating the agenda (by Lauerbach, Gerda Eva);
18. Negotiation of topics
in professional e-mail-communication (by Rothkegel, Annely);
19. Negotiation
and identity (by Maier, Robert);
20. The negotiation of relevance (by
Liedtke, Frank);
21. Unspoken assertions: Values and the shape of discourse
(by Emmel, Barbara A.);
22. Negotiating social relationships: Fontane's
gossip: The rhetoric of discreet indiscretion in L'Adultera (by Hess-Luttich,
Ernest W.B.);
23. General index;
24. List of contributors
