Sachgebiete

Beschreibung:

488 S. Originalbroschur.

Bemerkung:

Tadelloses Exemplar. - Contents: Intercultural German-Irish sales negotiation ? Teaching L2 German negotiation skills ? Cultural, linguistic and strategic issues in L2 German negotiation training ? Intercultural communication ? Intercultural management and management training ? Interdisciplinary research collaboration. - This book explores the construct ?negotiation? from a linguistic, cultural and organisational perspective in order to understand how a more integrated pedagogical approach to the teaching of L2 negotiation skills to Hiberno-English-speaking adult learners of German might be conceived. On the basis of a corpus of twelve simulated intercultural and intracultural sales negotiations, together with thirty-four qualitative interviews with Irish exporters and a review of sales training, the book investigates the structural and interactional differences and similarities in the conduct of German and Irish sales negotiation and the types of strategic, linguistic and/or cultural problems encountered by Irish sellers negotiating in the L2. The research findings underline the need for increased interdisciplinary collaboration and for a balanced approach to skills development which does not see culture as the sole source of critical incidents in intercultural negotiation. (Verlagstext). ISBN 3631360797