Explaining and Arguing in Negotiation – The Role of Questions
Explaining and Arguing in Negotiation – The Role of Questions
Author(s): Otilia HutiuSubject(s): Social Sciences, Language and Literature Studies
Published by: Editura Universității Aurel Vlaicu
Keywords: question function; argumentative genre; discourse function cooperative style
Summary/Abstract: The paper describes questions as a syntactic, semantic and discourse category and reviews research on the processes of question formation, question selection, and question discourse functions.The focusis on questions and their role in the discourse of negotiation, defined as a type of institutional discourse genre. The author analyses examples from an English negotiation transcript and concludes that in negotiation the information checking and argumentative roles of questions prevail and that the different modes of questioning may unravel the relationships among the participants in this type of interaction.
Journal: Journal of Humanistic and Social Studies
- Issue Year: 6/2015
- Issue No: 1
- Page Range: 67-76
- Page Count: 10
- Language: English