By
Mujiyono
01026046
ABSTRACT
Mujiyono
01026046
ABSTRACT
Business negotiations involve two people or two parties. The main goal of this activity is to reach an agreement or the deal, participants in business negotiation use their language as well as possible. Hence, conversations in business negotiation stages are worth investigating. This is a study of language used in business negotiation of furniture products which is basically a discourse analysis, which falls under the category of qualitative study. This study was intended to investigate the generic structure of business negotiations and language functions used in business negotiations of furniture products between an Indonesian (seller) and foreigner buyers (purchasers).
Business negotiations being investigated were using English as their language and happened in some art shops located in Prawirotaman village, Yogyakarta province. The data were obtained in the period of three months (December 2006-February 2007). The collection of the data was done by recording six conversations of this business negotiation. The recording results were then transcribed and analyzed to reveal the generic structures and language functions. This current study basically uses a discourse analysis approach.
The results of the data analysis showed that the generic structure in the business conversations of furniture products consists of seven stages, namely opening, icebreaking talk: setting the tone of the negotiation, the making of an offer, promotion, negotiation of price, negotiation result which can either be a deal or no deal, and closing. The schematic structure is generic in nature, therefore it is not prescriptive. It means that certain stage may exist in some negotiations but not in some others. Certain language functions were used in each stage of the business negotiation, such as greeting, describing things and people, propaganda or complementing own products, polite rejection (no deal), expressing parting, etc.
Out of seven negotiations, only two ended up with a deal. Although there are many aspects that determine the success of business negotiations, this suggests that winning business negotiations is a challenging task and requires certain level of negotiation skills and language proficiency.
Business negotiations being investigated were using English as their language and happened in some art shops located in Prawirotaman village, Yogyakarta province. The data were obtained in the period of three months (December 2006-February 2007). The collection of the data was done by recording six conversations of this business negotiation. The recording results were then transcribed and analyzed to reveal the generic structures and language functions. This current study basically uses a discourse analysis approach.
The results of the data analysis showed that the generic structure in the business conversations of furniture products consists of seven stages, namely opening, icebreaking talk: setting the tone of the negotiation, the making of an offer, promotion, negotiation of price, negotiation result which can either be a deal or no deal, and closing. The schematic structure is generic in nature, therefore it is not prescriptive. It means that certain stage may exist in some negotiations but not in some others. Certain language functions were used in each stage of the business negotiation, such as greeting, describing things and people, propaganda or complementing own products, polite rejection (no deal), expressing parting, etc.
Out of seven negotiations, only two ended up with a deal. Although there are many aspects that determine the success of business negotiations, this suggests that winning business negotiations is a challenging task and requires certain level of negotiation skills and language proficiency.
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