A Discourse-oriented Model for Analysing Power and Politeness in Negotiation Interaction: A Cross-linguistic Perspective
Published Online: Jan 01, 2017
This paper draws on linguistic theories that have universal status— Locher’s (2004) approach to power, Brown and Levinson’s (1987) theory for politeness, Watts’ (1991) notion of social network and Goffman’s (1974, 1981) understanding of frame—in order to develop a model that enables power and politeness to be analysed through language use in negotiation interaction. The model forwards a theoretical framework as well as a method for analysis that enables the identification and delineation of power practices in negotiation discourse. Together, the theoretical framework and the method for analysis form a microscope that facilitates a discourse analysis of power and politeness in negotiation talk. Data from negotiation interaction between Malay and Japanese businessmen are presented to illustrate the model.