This article reports on the use ofdiscourse mapsin conjunction with genre and discourse analysis to help teach communicative practices for contract negotiation. Using one map as a baseline to understand the intertextual process of negotiating a contract in communication with business clients and counterpart lawyers, other maps can zoom in and examine the discursive features of email genres, cover letters, and different versions of the contract under negotiation. The type of discourse maps developed in this study can be utilized for task-based writing materials and role-play activities that facilitate the authentic experience of negotiating a business deal.
Adler-NissenR.DrieschovaA.(2019).Track-change diplomacy: Technology, affordances, and the practice of international negotiations.International Studies Quarterly,63(3),531-545.https://doi.org/10.1093/isq/sqz030
2.
AllenM. W.WalkerK. L.BradyR.(2012).Sustainability discourse within a supply chain relationship: Mapping convergence and divergence.Journal of Business Communication,49(3),210-236.https://doi.org/10.1177/0021943612446732
3.
BhatiaV. K.(1993).Analysing genre: Language use in professional settings.Longman.
4.
BhatiaV. K.(1994).Cognitive structuring in legislative provisions. InGibbonsJ.(Ed.),Language and the law(pp.136-155).Longman.
5.
BhatiaV. K.(2004).Worlds of written discourse: A genre-based view.Continuum.
BhatiaA.BhatiaV. K.(2011).Discursive illusions in legislative discourse: A socio-pragmatic study.International Journal for the Semiotics of Law,24(1),1-19.https://doi.org/10.1007/s11196-010-9178-5
9.
BreezeR.(2014).The discursive construction of professional relationships through the legal letter of advice. InBreezeR.GottiM.Sancho GuindaC.(Eds.),Interpersonality in legal genres(pp.280-302).Peter Lang.
10.
BremnerS.(2008).Intertextuality and business communication textbooks: Why students need more textual support.English for Specific Purposes,27(3),306-321.https://doi.org/10.1016/j.esp.2008.01.001
CandlinC. N.(1987).Towards task-based language learning. InCandlinC. N.MurphyD. F.(Eds.),Language learning tasks(pp.5-22).Prentice Hall International.
13.
CandlinC. N.(1999,April8-10).How can discourse be a measure of expertise?[Conference session]. International Association for Dialogue Analysis,University of Birmingham,Birmingham, England.
14.
CandlinC. N.(2006).Accounting for interdiscursivity: Challenges to professional expertise. InGottiM.GiannoniD. S.(Eds.),New trends in specialized discourse analysis(pp.21-45).Peter Lang.
15.
CandlinC. N.BhatiaV. K.JensenC. H.(2002).Developing legal writing materials for English second language learners: Problems and perspectives.English for Specific Purposes,21(4),299-320.https://doi.org/10.1016/S0889-4906(01)00029-1
16.
CandlinC. N.CrichtonJ.(2011).Discourses of deficit.Palgrave Macmillan.
17.
CharlesM.(1996).Business negotiations: Interdependence between discourse and the business relationship.English for Specific Purposes,15(1),19-36.https://doi.org/10.1016/0889-4906(95)00029-1
18.
ChengW.(2009).Professional communicative competences: Four key industries in Hong Kong. InChengW.KongK. C. C.(Eds.),Professional communication: Collaboration between academics and practitioners(pp.31-50).Hong Kong University Press.
19.
CicourelA. V.(1992).The interpenetration of communicative contexts: Examples from medical encounters. InDurantiA.GoodwinC.(Eds.),Rethinking context(pp.291-310).Cambridge University Press.
20.
CrichtonJ.(2011).Discourses of commercialization: A multi-perspectived analysis.Palgrave Macmillan.
21.
CurlT. S.DrewP.(2008).Contingency and action: A comparison of two forms of requesting.Research on Language and Social Interaction,41(2),129-153.https://doi.org/10.1080/08351810802028613
22.
DevittA.(1991).Intertextuality in tax accounting: Generic referential and functional. InBazermanC.ParadisJ.(Eds.),Textual dynamics of the professions: Historical and contemporary studies of writing in professional communities(pp.336-357).University of Wisconsin Press.
23.
Dressen-HammoudaD.(2003).Contributions of an integrated genre theory of text and context to teaching LSP.ASP,73-90.https://doi.org/10.4000/asp.1306
24.
EvansS.(2012).Designing email tasks for the business English classroom: Implications from a study of Hong Kong’s key industries.English for Specific Purposes,31(3),202-212.https://doi.org/10.1016/j.esp.2012.03.001
25.
FirthA.(Ed.). (2014).The discourse of negotiation: Studies of language in the workplace.Pergamon.
GimenezJ. C.(2006).Embedded business emails: Meeting new demands in international business communication.English for Specific Purposes,25(2),154-172.https://doi.org/10.1016/j.esp.2005.04.005
29.
GonzálezA.EspañaS.RuizM.PastorÓ.(2011).Systematic derivation of class diagrams from communication-oriented business process models. InHalpinT.,et al. (Eds.),Enterprise, business-process and information systems modeling(Vol. 81, pp.246-260).Springer.https://doi.org/10.1007/978-3-642-21759-3_18
30.
GoodrichP.(1986).Reading the law: A critical introduction to legal method and techniques.Basil Blackwell.
31.
HafnerC. A.(2014).Professional communication in the legal domain. InBhatiaV. K.BremnerS.(Eds.),The Routledge handbook of professional communication(pp.349-362).Routledge.
JensenA.(2009).Discourse strategies in professional e-mail negotiation: A case study.English for Specific Purposes,28(1),4-18.https://doi.org/10.1016/j.esp.2008.10.002
36.
JonesA.McCrackenS.(2007).Teaching the discourse of legal risk to finance professionals: foundations for a linguistically scaffolded curriculum. InWilkinsonR.ZegersV.(Eds.),Researching content and language integration in higher education(pp.122-136).Maastricht University Language Centre.
MartinJ. R.(1997).Analysing genre: Functional parameters. InChristieF.MartinJ. R.(Eds.),Genre and institutions: Social processes in the workplace and school(pp.3-39).Cassell.
39.
MorrowK.(1977).Authentic texts in ESP. InHoldenS.(Ed.),English for specific purposes(pp.13-16). Modern English.
40.
NickersonC.(1999).The use of English in electronic mail in a multinational corporation. InBargiela-ChiappiniF.NickersonC.(Eds.),Writing business: Genres, media and discourses(pp.35-56).Longman.
41.
NickersonC.(2000).Playing the corporate language game: An investigation of the genres and discourse strategies in English used by Dutch writers working in multinational corporations.Rodopi.
42.
PhillipsD.CliftonJ.(2007).The authenticity of business simulations in ESP: Implications for materials design.Global Business Languages, 10, Article 2.https://docs.lib.purdue.edu/gbl/vol10/iss1/2
PopeA. R.(2018).Understanding the writing demands of crowdfunding campaigns with the genre-mapping report.Business and Professional Communication Quarterly,81(4),485-505.https://doi.org/10.1177/2329490618795935
45.
PutnamL. L.JonesT. S.(1982).Reciprocity in negotiations: An analysis of bargaining interaction.Communication Monographs,49(3),171-191.https://doi.org/10.1080/03637758209376080
46.
Salmi-TolonenT.(2008).Negotiated meaning and international commercial law. InBhatiaV. K.CandlinC. N.AlloriP. E.(Eds.),Language, culture and the law: The formulation of legal concepts across systems and cultures(pp.117-139).Peter Lang.
47.
SchiffrinD.(1996).Interactional sociolinguistics. InMcKayS. L.HornbergerN. H.(Eds.),Sociolinguistics and language teaching(pp.307-328).Cambridge University Press.
SwalesJ. M.(1990).Genre analysis: English in academic and research settings.Cambridge University Press.
50.
SwalesJ. M.(2004).Research genres: Explorations and applications.Cambridge University Press.
51.
TargowskiA. S.BowmanJ. P.(1988).The layer-based, pragmatic model of the communication process.Journal of Business Communication,25(1),5-24.https://doi.org/10.1177/002194368802500101
52.
TiersmaP. M.(1999).Legal language.University of Chicago Press.
53.
TownleyA. R.(2019).A pivotal interactional role to oversee contract negotiation activity: Insights into a key interdisciplinary legal-business practice.Discourse & Communication,13(2),228-248.https://doi.org/10.1177/1750481318817622
54.
TownleyA. R.JonesA.(2016).The role of emails and covering letters in negotiating a legal contract: A case study from Turkey.English for Specific Purposes, 44(October),68-81.https://doi.org/10.1016/j.esp.2016.07.001
55.
UlijnJ. M.O’DúillM. Ó.RobertsonS. A.(2004).Teaching business plan negotiation: Fostering entrepreneurship among business and engineering students.Business Communication Quarterly,67(1),41-57.https://doi.org/10.1177/1080569903262040
56.
Van PraetE.(2016).Business meeting training on its head: Inverted and embedded learning.Business and Professional Communication Quarterly,79(1),119-130.https://doi.org/10.1177/2329490615610777
57.
WarrenM.(2013).“Just spoke to . . . ”: The types and directionality of intertextuality in professional discourse.English for Specific Purposes,32(1),12-24.https://doi.org/10.1016/j.esp.2012.07.001
58.
WolfL.CohenA.(2009).Modal adverbs as negotiation chips.International Journal for Language Data Processing, Sprache und Datenverabeitung,33(1-2),169-177.
