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Investigating Malaysian business negotiation discourse: an ethnographic journey

This paper reports on a study, which investigates the sales negotiation strategies of Malaysian sales professionals. The aim of this paper is to provide some insights into the methodology used to make sense of the strategies that are used. In particular, the discussion focuses on issues and challeng...

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Main Author: Leong, Yaw Kuen
Format: Article
Language:English
Published: Penerbit UKM 2004
Online Access:http://journalarticle.ukm.my/739/1/GemaVol4.2.2004No1.pdf
http://journalarticle.ukm.my/739/
http://www.ukm.my/ppbl/Gema/gemahome.html
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spelling my-ukm.journal.7392016-12-14T06:28:02Z http://journalarticle.ukm.my/739/ Investigating Malaysian business negotiation discourse: an ethnographic journey Leong, Yaw Kuen This paper reports on a study, which investigates the sales negotiation strategies of Malaysian sales professionals. The aim of this paper is to provide some insights into the methodology used to make sense of the strategies that are used. In particular, the discussion focuses on issues and challenges, which had emerged in the research process, and on my attempts at overcoming or resolving the methodological problems. A first-hand account of the ethnographic research process and experience is provided. The ethnographic journey is punctuated by constraints, blunders, unanticipated difficulties, problems and anxieties associated with participant observations of in-situ face-to-face sales negotiation and occasionally, serendipity. Through this sharing of the ‘ups-and downs’ in the research process, I hope that would-be ethnographers are alerted to some of the contingencies and problems that are prevalent in ethnographic-oriented research of this kind and thus, would be forewarned and better equipped to deal with such similar problems. Penerbit UKM 2004 Article PeerReviewed application/pdf en http://journalarticle.ukm.my/739/1/GemaVol4.2.2004No1.pdf Leong, Yaw Kuen (2004) Investigating Malaysian business negotiation discourse: an ethnographic journey. GEMA: Online Journal of Language Studies, 4 (2). pp. 1-8. ISSN 1675-8021 http://www.ukm.my/ppbl/Gema/gemahome.html
institution Universiti Kebangsaan Malaysia
building Perpustakaan Tun Sri Lanang Library
collection Institutional Repository
continent Asia
country Malaysia
content_provider Universiti Kebangsaan Malaysia
content_source UKM Journal Article Repository
url_provider http://journalarticle.ukm.my/
language English
description This paper reports on a study, which investigates the sales negotiation strategies of Malaysian sales professionals. The aim of this paper is to provide some insights into the methodology used to make sense of the strategies that are used. In particular, the discussion focuses on issues and challenges, which had emerged in the research process, and on my attempts at overcoming or resolving the methodological problems. A first-hand account of the ethnographic research process and experience is provided. The ethnographic journey is punctuated by constraints, blunders, unanticipated difficulties, problems and anxieties associated with participant observations of in-situ face-to-face sales negotiation and occasionally, serendipity. Through this sharing of the ‘ups-and downs’ in the research process, I hope that would-be ethnographers are alerted to some of the contingencies and problems that are prevalent in ethnographic-oriented research of this kind and thus, would be forewarned and better equipped to deal with such similar problems.
format Article
author Leong, Yaw Kuen
spellingShingle Leong, Yaw Kuen
Investigating Malaysian business negotiation discourse: an ethnographic journey
author_facet Leong, Yaw Kuen
author_sort Leong, Yaw Kuen
title Investigating Malaysian business negotiation discourse: an ethnographic journey
title_short Investigating Malaysian business negotiation discourse: an ethnographic journey
title_full Investigating Malaysian business negotiation discourse: an ethnographic journey
title_fullStr Investigating Malaysian business negotiation discourse: an ethnographic journey
title_full_unstemmed Investigating Malaysian business negotiation discourse: an ethnographic journey
title_sort investigating malaysian business negotiation discourse: an ethnographic journey
publisher Penerbit UKM
publishDate 2004
url http://journalarticle.ukm.my/739/1/GemaVol4.2.2004No1.pdf
http://journalarticle.ukm.my/739/
http://www.ukm.my/ppbl/Gema/gemahome.html
_version_ 1643734806871146496
score 13.211869

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