Discourse strategies in professional e-mail negotiation: a case study

The purpose of this article is to report on some of the preliminary results of an on-going study on the use of discourse strategies in e-mail negotiation. The analysis aims at showing how relations between the participants develop through the use of specific discourse strategies in their e-mail communication which covers a period of three months, during which the relationship progresses from initial contact to on-going business. Drawing on Hyland’s (2005) concept of metadiscourse combined with Charles’ (1996) categories of ‘old and new relationship negotiations’, this study provides insights into naturally occurring language in an e-mail communication between a Danish Company and its business contact in Taiwan. During the three-month period observed, the frequency in use of interpersonal strategies converges as the relationship progresses towards a more contextually stable and more personalised level of communication as trust has been established and power relations have become structured within the legal framework of the contract.