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Copyright of European Journal of Language Policy is the property of Liverpool University Press / Journals and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)

The paper presents a genre-based approach to the study of negotiation within EAP classes and reports on results obtained using a negotiation model meant to increase students' awareness concerning the generic features of this communicative activity. The presented model is based on the Pragma-dialectical theory of argumentation, which offers a double perspective on the argumentation discourse analysed, namely a descriptive and normative perspective. The paper, based on desk and field research, aims to help business language students improve their abilities in argumentation and negotiation by developing discourse skills beyond a simple stage by stage negotiation strategy. In order to do so it examines the advantages and disadvantages of traditional teaching of negotiation skills and introduces the Pragma-dialectical theory of negotiation developed by van Eemeren and Grootendorst (1992) at the University of Amsterdam. The author demonstrates how the practical application of this approach has improved the performance of MA students in Romania. [ABSTRACT FROM AUTHOR]