Point-Making Styles in Cross-Cultural Business Negotiation: A Microethnographic Study

• Autores: Pedro de Moraes
• Localización: English for specific purposes: An international journal of ESP, ISSN 0889-4906, Vol. 12, Nº 2, 1993, pág. 103
• Idioma: inglés
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• Resumen

  • This paper presents an ethnographic microanalysis of a cross-cultural business interaction. By looking at how two Brazilians and two American businessmen patterned their speech during their negotiations, I indicate how different conventions in discourse organization may affect natural conversation. The objective here is twofold. First, to present stylistic differences in point-making used by American and Brazilian negotiators, and to point out four inter-actional problems stemming from the existence of these two point-making conventions in the negotiation. The second aim is to discuss the meaning of these findings to education at large, and to ESP and the training of business people, more specifically.