Speech tactics in business discourse: linguistic features of the suggestion in business negotiations

RUDN University
Issue 45

To improve the efficiency of business negotiations and the possibility of protection from manipulative behavior, there is a need to identify general principles and elements of suggestive influence. The article is devoted to speech suggestive tactics as the most powerful tools of communication and influence on the recipient. The study is aimed at identifying common linguistic features of voluntary speech influence, carried out in order to influence the interlocutor in business negotiations as one of the main elements of the modern business continuum.

The article highlights the linguopragmatic significance of modern business discourse, proposes a definition of business negotiations and provides a structural classification of negotiations based on several models, studies cognitive and emotional-motivational factors. The article also describes the main characteristics of suggestive influence, its mechanisms and forms of implementation. Suggestive inductors focused on subdominant perception have been studied.

The study was based on scripts of real business negotiations. As a result of the analysis of the recordings, eight main speech tactics of suggestion were identified: informational redundancy, the formation of pseudologicality with the help of presupposition, explicit and implicit causatives, the activation of the dominant perceptual channel, the reference to a pseudo-omitted action, the formation of a continuation setting, hidden indications, and a generalized referential index.

The author correlates the identified speech tactics with the structural model of business negotiations and comes to the conclusion that there is a certain dependence and a mechanism for distributing the tactics used depending on the stage of the negotiation process. Only in relation to one suggestive speech tactic no specific character was revealed, the rest of the tactics were used by the negotiators in an approved and repetitive sequence.

The results that were obtained in the course of this study can be used to improve the efficiency of business negotiations, as well as to protect against manipulative behavior on the part of their participants.

For citation

Radyuk, A.V., & Umerova, D.N. (2022). Speech tactics in business discourse: linguistic features of the suggestion in business negotiations. Issues of Applied Linguistics, 45, 136-162. https://doi.org/10.25076/vpl.45.06

This artiсle is available under Creative Commons Attribution 4.0 International License.