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German-Irish Sales Negotiation

Theory, Practice and Pedagogical Implications


Gillian Martin

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.
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.