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This study of Japanese business discourse adopts Bakhtin's notion
of speech genres as an heuristic in order to analyze groups of
spoken texts which display similar constellations of compositional,
thematic, and stylistic features. Drawing upon a corpus of over 540
naturally-occurring telephone conversations collected in the Kanto
and Kansai areas of Japan, Lindsay Amthor Yotsukura demonstrates
how Japanese business professionals present, negotiate and clarify
their identities and intentions and enlist and offer assistance
with respect to a variety of transactions such as toiawase
inquiries, merchandise orders, shipping confirmations, and reports
of delivery problems. In the process, she highlights the critical
deictic function of linguistic devices such as the no desu
(extended predicate) construction in producing formulations, and
politeness expressions that index the dynamic uti/soto ('inside'/
'outside') continuum. She also illustrates some of the ways in
which these "negotiating moves" are consonant with a number of
Japanese "folk" metalinguistic concepts and expressions in order to
underscore the importance of shared assumptions and expectations
developed through experience in performing these genres of "talk at
work" on a regular, collaborative, basis. Yotsukura's findings
represent a unique and significant contribution to the discourse -
and conversation-analytic literature on business negotiation
because the field has until now focused almost exclusively on
English and other Indo-European languages. The study should
therefore provide an entirely different but equally important
ethnographic perspective on the culturally nuanced, rhetorical
strategies used by a non-Western community of speakers for the
presentation and resolution of problems in business transactions.
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