Intercultural negotiation and persuasion tactics in Henry James’s “The Ambassadors”
Intercultural negotiation and persuasion tactics in Henry James’s “The Ambassadors”

Summary/Abstract: The present paper aims at analyzing the connection between emotions and persuasion against an intercultural backdrop in Henry James’s "The Ambassadors", a novel whose central topic- as its very title suggests- revolves around strategy methods. Dealing with the international theme, Jamesian works portray the 19th century clash between the New World and the Old World, and, in order to offer a more comprehensive understanding of the setting against which the author wrote, it is useful to look at the developments that brought the two continents closer. Thus, having in mind the improvements that facilitate cross-cultural negotiation, the essay briefly discusses technological discourse in relation to globalization. The paper subsequently investigates the control and the impact of emotions with regard to the development of a negotiation. It examines the communicative objectives, the persuasive tactics and the significance that emotions have in the fulfillment of those intentions.

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