Chapter

The Negotiation of the Business Exchange

Rosina Márquez Reiter

in Mediated Business Interactions

Published by Edinburgh University Press

Published in print July 2011 | ISBN: 9780748637201
Published online March 2012 | e-ISBN: 9780748651559 | DOI: http://dx.doi.org/10.3366/edinburgh/9780748637201.003.0004
The Negotiation of the Business Exchange

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Chapter 3 examined the ways in which the relationship between the conversational participants is (re-)established at the onset of the calls. This was done by analysing the opening sequences of the telephone conversations. This chapter focuses on the communicative activities participants engage in after the opening is achieved and before they bring the conversation to a close. It thus looks at the middles of the calls. These are also known, and perhaps more appropriately termed in the light of the data examined in this book, as the negotiation of the business exchange. The negotiation of the business exchange is typically longer than the opening and closing sequences of the call, and more complex in terms of the various activities it can comprise. It includes the proffering of the reason for the call and a series of adjacency pairs through which participants engage in interactional activities, which orient towards the pursuit of their conversational goals.

Keywords: telephone conversations; middles; inbound calls; outbound calls; business exchange negotiation

Chapter.  17789 words.  Illustrated.

Subjects: Linguistics

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