Change search
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf
Communicative strategies in BELF negotiations: A qualitative study on misunderstandings and communicative strategies in BELF telephone negotiations
Stockholm University, Faculty of Humanities, Department of English.
2014 (English)Independent thesis Basic level (degree of Bachelor), 10 credits / 15 HE creditsStudent thesis
Abstract [en]

The present paper focuses on exploring the usage of communicative strategies (CSs) by business professionals who use business English as a lingua franca (BELF) in telephone negotiations. The purpose of the study is also to analyze the occurrence of misunderstanding and non-understandings. The data consists of nine naturally-occurring spoken ‘buy-sell’ negotiations between business professionals from seven different countries around Europe and Asia.  The negotiations summed up to 1 hour and 30 minutes of recorded material. The transcripts of these negotiations were analyzed in detail by using the qualitative method ‘conversation analysis’ (CA). The results show that business professionals use CSs as pre-empting measures to prevent misunderstanding. In addition, CSs in the present data appear to be used to create cooperativeness and subsequently reach successful communication. The present study also found two scenarios where communicative breakdown occurred but were subsequently repaired through ‘clarity requests’, ‘confirmation checks’ and repetition. Lastly, the present paper recognizes that previous knowledge of the other party is an effective aspect in keeping upbeat negotiations and reaching mutual understanding.

Place, publisher, year, edition, pages
2014. , 29 p.
Keyword [en]
BELF; communicative strategies (CSs); misunderstanding; conversation analysis; negotiations.
National Category
General Language Studies and Linguistics
Identifiers
URN: urn:nbn:se:su:diva-106640OAI: oai:DiVA.org:su-106640DiVA: diva2:737643
Supervisors
Available from: 2014-09-29 Created: 2014-08-13 Last updated: 2014-09-29Bibliographically approved

Open Access in DiVA

fulltext(343 kB)478 downloads
File information
File name FULLTEXT01.pdfFile size 343 kBChecksum SHA-512
a73dee9741e85ce337ced0f2510c0dab2a9f9af3ff499b1c8660c08af3c553fef05e2e18b6f66efd758ae026180fe096ab4fc0508d882ba037a7f97553b9acab
Type fulltextMimetype application/pdf

Search in DiVA

By author/editor
Marra, Anton
By organisation
Department of English
General Language Studies and Linguistics

Search outside of DiVA

GoogleGoogle Scholar
Total: 478 downloads
The number of downloads is the sum of all downloads of full texts. It may include eg previous versions that are now no longer available

urn-nbn

Altmetric score

urn-nbn
Total: 258 hits
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf