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The Global ETD Search service is a free service for researchers
to find electronic theses and dissertations. This service is
provided by the
Networked Digital Library of Theses and Dissertations.
Our metadata is collected from universities around the world. If you manage a university/consortium/country archive and want to be added, details can be found on the NDLTD website.
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Showing 1 to 2 of 2 (0.049 seconds)Spelling suggestions: "subject:"claim backing"" "subject:"klaim backing""
| 1 |
Chat phases, disagreements and claim backing in simulated sales negotiations : an applied linguistics perspectiveVan Huyssteen, Matthys Petrus 09 1900 (has links)
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. / Linguistics and Modern Languages / M.A. (Linguistics)
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| 2 |
Chat phases, disagreements and claim backing in simulated sales negotiations : an applied linguistics perspectiveVan Huyssteen, Matthys Petrus 09 1900 (has links)
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. / Linguistics and Modern Languages / M.A. (Linguistics)
|
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