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- W2476539205 abstract "The concept of deviance is admittedly a difficult one, and difficult to specify with precision. On the basis of analyses of the data transcripts, and based on post-negotiation interviews, this chapter presents that deviance is one useful tool for understanding how international negotiations succeed or fail to do so. The concept of deviance, thus, has relevance for work in negotiation discourse and negotiation interaction especially when the data is extracted from situations where the participants originate in different communicative and cultural communities. In intercultural contact situations, participants often somehow suspend their norms by taking a relaxed attitude toward the amount of communicative deviations that occur in the discourse. On the other hand, it has been argued that discord deviance emerged as a serious form of deviance in the intercultural negotiation examined in this chapter." @default.
- W2476539205 created "2016-08-23" @default.
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- W2476539205 date "1995-01-01" @default.
- W2476539205 modified "2023-10-03" @default.
- W2476539205 title "‘DEVIATIONS’ IN AN INTERCULTURAL BUSINESS NEGOTIATION" @default.
- W2476539205 doi "https://doi.org/10.1016/b978-0-08-042400-2.50016-9" @default.
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