Business negotiations: Interdependence between discourse and the business relationship

Abstract This study investigates the organisation and rhetoric of sales negotiations using a methodology that draws on both discourse analysis and business studies of negotiation. The main research question is “What are the rhetorical and organisational effects that changes in the non-linguistic business relationship context have on negotiation discourse?” The data — six authentic, audio-recorded British negotiations — is divided into two categories, New Relationship Negotiations (NRNs) and Old Relationship Negotiations (ORNs). Differences in the status-bound behaviour of the NRNs and the role enactment of the ORNs are noted and various strategies for saving professional face are analysed.