STRATEGIE "SŁABEGO" I "MOCNEGO" NAKŁANIANIA W ROZMOWIE HANDLOWEJ
Strategies of `Weak` and `Strong` Persuasion in Trading

Summary/Abstract: In the circle of contemporary research of text and discourse, such areas of interpersonal communication as the language of politics, advertising and media, but also colloquial speech, religious and education discourse draw a lot of attention. Business negotiations, as a form of a business discourse, belong to the areas of interest as well. However, it is a new issue, not analyzed before. Authentic talks are the sources of the article, while the object of interest is linguistic strategies, which a salesman uses to persuade the client to buy a product or a service. The activity makes use of the lexical apparatus and research tools of textology, or to be more precise, linguistic genology, as well as of conversation analysis and pragmatic linguistics. The crucial value of the description is its practical function. The analysis of the trader's strategy may enable clients to create defensive strategies.

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