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22 results on '"Neu, Joyce"'

3. Explorations of the Effects of Conversational Behaviors on Interpersonal Attraction in a Work Setting, Face-to-Face Business Negotiations

Author

Graham, John L, Hite, Jennifer P, and Neu, Joyce

Subjects
Conversational Behavior, Face-to-Face, Interpersonal, Negotiation
Abstract

The purpose of the study is to investigate the relationship between conversational behaviors and interpersonal attraction. Fifty-eight American business people participated in Kelley's ( 1966) negotiation simulation. The negotiations were tape recorded, and paralanguage, content, and linguistic structure variables were coded and analyzed using correlation, factor analysis, multiple regression, and a structural equations approach. The results of the study suggest that the buyers' attraction to the sellers is positively influenced (1) by sellers' jovial behaviors and (2) by variations in the sellers' speech rate, but it is negatively influenced (3) by a direct information-seeking style and (4) by the sellers' use of an inclusive "we." Together, these four variables explained 58 percent of the variation in the sellers' attractiveness as rated by buyers.

Published
2010

4. Speech Acts across Cultures: Challenges to Communication in a Second Language. Studies on Language Acquisition, 11.

Author

Gass, Susan M., Neu, Joyce, Gass, Susan M., and Neu, Joyce

Abstract

Articles on speech acts and intercultural communication include: "Investigating the Production of Speech Act Sets" (Andrew Cohen); "Non-Native Refusals: A Methodological Perspective" (Noel Houck, Susan M. Gass); "Natural Speech Act Data versus Written Questionnaire Data: How Data Collection Method Affects Speech Act Performance" (Leslie M. Beebe, Martha Clark Cummings); "Cross-Cultural Realization of Greetings in American English" (Miriam Eistenstein Ebsworth, Jean W, Bodman, Mary Carpenter); "Egyptian and American Compliments: Focus on Second Language Learners" (Gayle L. Nelson, Waguida El Bakary, Mahmoud Al Batal); "Politeness Strategies in French and English" (Michael L. Geis, Linda L. Harlow); "Transfer and Proficiency in Interlanguage Apologizing" (Naoko Maeshiba, Naoko Yoshinaga, Gabriele Kasper, Steven Ross); "My Grade's Too Low: The Speech Act Set of Complaining" (Beth Murphy, Joyce Neu); "Ethnographic Interviewing as a Research Tool in Speech Act Analysis: The Case of Complaints" (Diana Boxer); "From the Addressee's Perspective: Imposition in Favor-Asking" (Myra Goldschmidt); "Transfer of Pragmatic Competence and Suggestions in Spanish Foreign Language Learning" (Dale April Koike); "Suggestions To Buy: Television Commercials from the U.S., Japan, China and Korea" (Richard Schmidt, Akihiko Shimura, Zhigang Wang, Hy-sook Jeong); and "Culture, Negotiations and International Cooperative Ventures" (John L. Graham). (MSE)

Published
1995

7. A new methodological approach to the study of interpersonal influence tactics: a 'test drive' of a behavioral scheme

Author

Neu, Joyce and Graham, John L.

Subjects
Influence (Psychology) -- Research, Negotiation -- Research, Business, Business, general
Abstract

Variables in a new scheme for analyzing interpersonal influence tactics have been found to be associated to survey measures of similar concepts, gender, the role of the bargainer and negotiation outcomes. The approach used involved an assessment of conversational content, the linguistic structural aspects of the conversation and paralanguage. Variables that will be obtained at all these levels will be important in comprehending the negotiation process and its outcomes.

Published
1994

9. Negotiations.

Author

Neu, Joyce

Abstract

Various kinds of negotiations that may be used to teach interactional skills in the advanced English as a second language (ESL) classroom are discussed, and examples of materials are included. Seven distinctive features of negotiations are as follows: (1) there must be a minimum of two parties present at the interaction; (2) each party must have certain expectations and/or demands; (3) these demands or objectives cannot be shared; (4) the parties are willing to modify their positions; (5) there must be a degree of involvement present in the negotiators such that modification of positions becomes difficult; (6) the process must conclude or have an outcome; and (7) the parties believe that the outcome will be satisfactory. Language is an additional feature when two parties from different cultures and language backgrounds negotiate. The purposes and goals of negotiations are also variable from culture to culture. The four stages of negotiations are the opening, exchange, change, and closing. Examples are presented of negotiations that highlight not only the functions of the various stages of negotiations, but also some of the strategies that native English speakers use in negotiating. Attention is also directed to teaching negotiating styles and interactional strategies to ESL students. The strategies include topic initiation and maintenance, yielding the floor, refusing to yield the floor, interrupting, and pausing. The format of the classroom is briefly discussed, and the game, "Nuclear Energy for TOGO" is presented. (SW)

Published
1983

10. American English Business Negotiations: Training for Non-Native Speakers.

Author

Neu, Joyce

Abstract

The characteristics, structure, and content of American English business negotiations are described. A course taught in the Harvard University Summer Program for Foreign Students, developed to eliminate the linguistic and cultural component of potential misunderstandings in cross-cultural negotiations, is outlined and illustrated with an example of United States and Togo business negotiations. (CB)

Published
1986

11. Making a Profit: Negotiations Training for Non-Native English Speakers.

Author

Neu, Joyce

Abstract

In cross-cultural negotiation, the participants must have prior training in what is culturally and linguistically appropriate in order to avoid serious misunderstandings and impasses. While negotiation is a common form of business interaction, there are cultural and linguistic patterns that are not always shared. Analysis of American English negotiation found that it consisted of nine possible stages, four mandatory, and five underlying linguistic behaviors. The behaviors have a different impact depending on in which stage they occur. Materials designed for cross-cultural negotiation training must take the student through the stages and implicitly teach aspects of negotiation that lead to success, while not explicitly teaching negotiation structure or content. Discussion can include stereotypes, negotiation styles (aggressive vs. cooperative), and strategies and interactional techniques. Role-playing and simulation games are useful classroom tools for focusing on these factors, and worksheets for individual or cooperative use can be developed to accompany them. Videotaping and debriefing can also be illuminating. Negotiations can be optimally successful only when all participants are well-informed and understand each others' cultures and attitudes toward negotiations. (MSE)

Published
1986

13. Analyzing talk in negotiations: a simulation

Author

Neu, Joyce

Subjects
Management games -- Analysis, Negotiation -- Research, Simulation games in education -- Management, Computers, Computers and office automation industries
Published
1989

16. CONVERSATION STRUCTURE.

Author

Neu, Joyce

Subjects
COLLECTIVE bargaining, COMMUNICATION
Abstract

Studies of bargaining behaviors have drawn largely on a content analysis approach to describe the messages conveyed during negotiations. This article examines this approach to bargaining behaviors and suggests that content analysis cannot account for important aspects of bargaining behavior. Conversation structure provides essential information in the analysis of bargaining behaviors. A total of 30 buyer-seller negotiations were taped, transcribed, and coded, and an exploratory factor analysis was run on the data. The results of the factor analysis suggest that the use of conversation structure to interpret communication in negotiations yields important information inaccessible through content analysis alone. [ABSTRACT FROM AUTHOR]

Published
1988
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17. The Territory of Language

Author

Neu, Joyce

Subjects
The Territory of Language (Book) -- Book reviews, Books -- Book reviews, Education
Published
1989

18. Book reviews

Author

Kendall, Kathleen E., primary, Neu, Joyce, additional, Wyatt, Nancy J., additional, and Browne, Stephen H., additional

Published
1988
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19. Book reviews

Author

Neu, Joyce, primary, McKenzie, Robert, additional, McManus, John, additional, Erlwein, Bradley, additional, and Phillips, G. M., additional

Published
1989
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22. Roundtable: Initiatives in Track II Diplomacy.

Author

Neu, Joyce

Subjects
*PEACE, *JUSTICE, *ACTIVISM, *DIPLOMACY
Abstract

This presentation will discuss the tension between academic aspects of peace and justice and the practice of political activism in the form of involvement of a university in diplomacy. USD's experiences with the cases of Nepal and Uganda will be discussed. ..PAT.-Conference Proceeding [ABSTRACT FROM AUTHOR]

Published
2006

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