The organization of discourse units in Mexican and Danish business negotiations

Kjærbeck, Susanne

doi:10.1016/s0378-2166(98)00008-3

Cited by 26 publications

(6 citation statements)

References 10 publications

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“…Third, turn-taking may be a rule of language (Caspers, 1998; de Ruiter, Mitterer, & Enfield, 2006; Hafez, 1991; Kjaerbeck, 1998; La France, 1974; Lerner & Takagi, 1999; Murata, 1994; Robbins, Devoe, & Wiener, 1978; Sacks et al, 1974; Sidnell, 2001; Streeck, 1996; Tanaka, 1999, 2000a, 2000b). Stivers et al (2009) examined 10 major world languages drawn from traditional indigenous communities in an attempt to uncover shared underlying foundations in turn-taking.…”

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confidence: 99%

Mother-Infant Contingent Vocalizations in 11 Countries

et al. 2015

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Mother-infant vocal interactions serve multiple functions in child development, but the community-common or community-specific nature of key features of their vocal interactions remains unclear. Here we examined rates, interrelations, and contingencies of vocal interactions in 684 mothers and their 5-month-old infants in diverse communities in 11 countries (Argentina, Belgium, Brazil, Cameroon, France, Israel, Italy, Japan, Kenya, South Korea, and United States). Rates of mothers’ and infants’ vocalizations varied widely across communities and were uncorrelated. However, collapsing across communities mothers vocalized to infants contingent on the offset of their infants’ nondistress vocalizing, infants vocalized contingent on the offset of their mothers’ vocalizing, and maternal and infant contingencies were significantly correlated, pointing to the beginnings of dyadic conversational turn taking. Despite broad differences in the overall talkativeness of mothers and infants, maternal and infant contingent vocal responsiveness is common across communities, supporting essential functions of turn-taking in early child socialization.

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Mother-Infant Contingent Vocalizations in 11 Countries

et al. 2015

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“…The features of turn-taking described above are ubiquitous. They hold across cultures and social classes, despite differences in the specifics of the verbal and nonverbal regulators employed (Caspers, 1998;Hafez, 1991;Kjaerbeck, 1998;La France, 1974;Lerner & Takagi, 1999;Murata, 1994;Robbins, Devoe, & Wiener, 1978;Sidnell, 2001;Streeck, 1996;Tanaka, 2000aTanaka, , 2000b. Some authors have proposed, to the contrary, that there is a conversation style known as the collaborative floor, in which the turn-taking norms of the one-at-a-time floor do not hold (e.g., Coates, 1994Coates, , 1997; however, careful inspection of the examples offered suggests that although these conversations may be more collaborative in terms of content, the turn is generally held by one speaker at a time and apparent violations are, in fact, examples of the practices described above.…”

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An oscillator model of the timing of turn-taking

Wilson

2005

Psychonomic Bulletin & Review

351

300

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When humans talk without conventionalized arrangements, they engage in conversation--that is, a continuous and largely nonsimultaneous exchange in which speakers take turns. Turn-taking is ubiquitous in conversation and is the normal case against which alternatives, such as interruptions, are treated as violations that warrant repair. Furthermore, turn-taking involves highly coordinated timing, including a cyclic rise and fall in the probability of initiating speech during brief silences, and involves the notable rarity, especially in two-party conversations, of two speakers' breaking a silence at once. These phenomena, reported by conversation analysts, have been neglected by cognitive psychologists, and to date there has been no adequate cognitive explanation. Here, we propose that, during conversation, endogenous oscillators in the brains of the speaker and the listeners become mutually entrained, on the basis of the speaker's rate of syllable production. This entrained cyclic pattern governs the potential for initiating speech at any given instant for the speaker and also for the listeners (as potential next speakers). Furthermore, the readiness functions of the listeners are counterphased with that of the speaker, minimizing the likelihood of simultaneous starts by a listener and the previous speaker. This mutual entrainment continues for a brief period when the speech stream ceases, accounting for the cyclic property of silences. This model not only captures the timing phenomena observed inthe literature on conversation analysis, but also converges with findings from the literatures on phoneme timing, syllable organization, and interpersonal coordination.

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“…communication style) were also investigated. Various aspects of communication style, such as the impact of cultural preference for high/low context communication, direct and indirect communication, the message itself, background information, information exchange and sharing, verbal expression, non‐verbal communication, conversational features and language between culturally dissimilar negotiations, were examined (Al‐Ghamdi, 1999; Brett, 2000; Brett et al , 1998; Gilsdorf, 1997; Graham, 1993; Graham et al , 1994; Herbig and Kramer, 1991, 1992; Kjaerbeck, 1998; Martin et al , 1999; Mintu‐Wimsatt and Gassenheimer, 2000; Oikawa and Tanner, 1992; Ruthstrom and Matejka, 1990; Ulijn and Verweij, 2000; Woo and Prud'homme, 1999).…”

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confidence: 99%

International business negotiations

Reynolds

Simintiras

Vlachou

2003

International Marketing Review

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Global companies increasingly rely on the effectiveness of business negotiations for their survival and growth. As an important business function for creating and maintaining successful relationships, international business negotiations during the last decade (1990)(1991)(1992)(1993)(1994)(1995)(1996)(1997)(1998)(1999)(2000) have attracted considerable attention among researchers. Although these research efforts have shed light on several aspects of international business negotiations, there has been neither a comprehensive assessment of the knowledge gained, nor a systematic analysis of the issues that this research appears to have left unexplored. It is the purpose of this study to provide a thorough review of the publications on international business negotiations generated in the last decade, identify trends, assess where the discipline currently is and where it might be going.

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The organization of discourse units in Mexican and Danish business negotiations

Cited by 26 publications

References 10 publications

Mother-Infant Contingent Vocalizations in 11 Countries

Mother-Infant Contingent Vocalizations in 11 Countries

An oscillator model of the timing of turn-taking

International business negotiations

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