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Contiene una selezione degli interventi presentati all'International Conference on Pragmatics and Negotiation tenutasi alla Tel Aviv University and the Hebrew University of Jerusalem nel 1999.
Foreword / Edda Weigand and Marcelo Dascal -- pt. I. Negotiation, Mediation and Power. Reputation and refutation: Negotiating merit / Marcelo Dascal. The mediator as power broker / Bruce Fraser. "We are different than the Americans and the Japanese!": A critical discourse analysis of decision-making in European Union meetings about employment policies / Ruth Wodak and Gilbert Weiss. Games of power / Edda Weigand. The grammar of bargaining / Franz Hundsnurscher. Negotiation in business meetings / Monika Dannerer. Interlocutionary scenarios as negotiation of diatextual power / Giuseppe Mininni -- pt. II. Means of Negotiation. Addresser, addressee and target: Negotiating roles through ironic criticism / Elda Weizman.