Introduction
Konrad Ehlich-Johannes Wagner
PartⅠ： Business negotiation as discourse type
What makes a discourse a negotiation？——ohannes Wagner
Negotiation，decision-making and formalism：The problem of form and substance in negotiation analysis——David Francis

Part Ⅱ： Discourse structures in business negotiations
International sales talk——Jochen Rehbein
The management of discourse in international seller-buyer negotiations——Helen Marriott
Telenegotiation and sense-making in the“virtual marketplace”——Alan Firth
Organisational power in business negotiations——Mirjaliisa Charles

Part Ⅲ：Simulating business negotiations
Negotiation discourse and interaction in a cross-cultural perspective：The case of Sweden and Spain——Lars Fant
Dyadic and polyadic sequencing patterns in Spanish and Danish negotiation interaction——Annette Grindsted
English and Danish communicative behaviour in negotiation simulations：On the use of intratextual and intertextual repetition——Flemming G．Andersen
An analysis of language use in negotiations：The role of context and content——Joyce Neu-John L．Graham

Part Ⅳ：Politeness and disagreement in business negotiations
The expression of disagreement——Judith Stalpers
Culturally determined facework priorities in Danish and Spanish business negotiation——Anette Villemoes
Politeness in French／Dutch negotiations——Per van der Wijst-Jan Ulijn
References
Index