000			03556nam a22004331i 4500
001			BRILL9789004484696
003			nllekb
005			20260610105735.0
007			cr un uuuua
008			201027s1999 ne sb 001 0 eng d
020			_a9789004484696 _q(electronic book)
020			_a9789042007345 _q(print)
024	7		_a10.1163/9789004484696 _2DOI
035			_a(OCoLC)1066515090
040			_aNL-LeKB _cNL-LeKB _erda
050		4	_aLB14.7
072		7	_aCF _2bicssc
072		7	_aLAN _x009000 _2bisacsh
082	0	4	_a370.1 _223
100	1		_aLI, Xiangling, _eauthor.
245	1	0	_aChinese-Dutch Business Negotiations : _bInsights from Discourse / _cXiangling LI.
246	3		_aInsights from Discourse
264		1	_aLeiden; _aBoston : _bBRILL, _c1999.
300			_a1 online resource.
336			_atext _btxt _2rdacontent
337			_acomputer _bc _2rdamedia
338			_aonline resource _2rdacarrier
490	1		_aUtrecht Studies in Language and Communication ; _v14
504			_aIncludes bibliographical references and index.
505	0		_a1 Introduction -- Part A: methodological and theoretical framework -- 2 Research methodology -- 3 Business negotiation and intercultural communication -- 4 Discourse and its analysis -- Part B: analysis -- 5 Cultural keywords in negotiation -- 6 Cultural assumptions, tutor practices, and negotiation -- 7 Discourse organisation in negotiation -- 8 The role of interpreters in negotiation -- 9 Conclusion.
520			_aThe Chinese are known as an inscrutable people in the West. With the rapid globalisation of world business, China, with its booming economy and as one of the world's largest emerging markets, is attracting increasing numbers of international traders and investors. Various sources have shown that language and culture are, among other factors, two of the major obstacles to successful business collaborations between the Chinese and Westerners. This dissertation aims to help remove these obstacles by offering some insights into the intricate mechanisms of business negotiation between the Chinese and the Dutch. While most of the research concerning Chinese-Western communication has used everyday conversation as the subject of study, this research chooses negotiation, the core of international business, as its subject. Micro-level qualitative discourse analyses are used as the main research method in addition to ethnographic methods such as the questionnaire survey and interview. The main data used are simulated as well as real-life video-taped Chinese-Dutch business negotiations. Questionnaire survey and interview data from real-life Chinese and Dutch negotiators are used as support data. The phenomena recurrently cropping up across the negotiations are examined at a turn-to-turn level to pinpoint places where problems arise that prevent the negotiators from reaching mutual understandings and fulfilling negotiation goals. The deep-rooted cultural concepts underlying the linguistic phenomena prove to be the main trouble sources. The results of this research are relevant for both the academic and business world.
588			_aDescription based on print version record.
650		0	_aEducation _xPhilosophy.
650		0	_aValues.
776	0	8	_iPrint version: _tChinese-Dutch Business Negotiations : Insights from Discourse. _dLeiden ; Boston : BRILL, 1999 _z9789042007345 _w(OCoLC)41025255
830		0	_aUtrecht Studies in Language and Communication ; _v14.
856	4		_zDOI: _uhttp://dx.doi.org/10.1163/9789004484696
999			_c46288 _d46288