Seller-buyer hard distributive bargaining in commercial dialogues : a pragmatic study

Abstract EN

This study investigates, pragmatically, the language of three hard commercial distributive bargaining dialogues.

Consequently, It attempts to achieve the following aims: (1)showing how sellers and buyers exploit speech acts in issuing hard distributive bargaining,(2)analysing the rhetorical devices used in hard distributive bargaining, (3)identifying the hard distributive bargaining strategies that are used in the bargaining stage.

To achieve the aims of this study, it is hypothesized that :(1)various and different types of speech acts are used like request, offer, assertion, threatening, and promise in hard bargaining.

(2)persuasion, rhetorical question, hyperbole, and understatement are the rhetorical devices used in the bargaining stage of hard bargaining,3 ) ) many hard bargaining strategies are used in hard bargaining .To test the validity of theses hypotheses, these procedures will be followed: (1)surveying the relet literature on hard distributive bargaining,(2)analysing three commercial hard bargaining dialogues which represent the data of the study,(3)using a model developed by this study for the sake of analysing the data.