{"id":"https://openalex.org/W2052820087","doi":"https://doi.org/10.1017/s0959269500002763","title":"Personally speaking \u2026 or not? The strategic value of on in face-to-face negotiation","display_name":"Personally speaking \u2026 or not? The strategic value of on in face-to-face negotiation","publication_year":1995,"publication_date":"1995-09-01","ids":{"openalex":"https://openalex.org/W2052820087","doi":"https://doi.org/10.1017/s0959269500002763","mag":"2052820087"},"language":"en","primary_location":{"id":"doi:10.1017/s0959269500002763","doi":"https://doi.org/10.1017/s0959269500002763","is_oa":false,"landing_page_url":"https://doi.org/10.1017/s0959269500002763","pdf_url":null,"source":{"id":"https://openalex.org/S187325880","display_name":"Journal of French Language Studies","issn_l":"0959-2695","issn":["0959-2695","1474-0079"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["anvur-class-a","anvur-scientific","cwts-core","erih-plus","jufo-3","norway-2","poland-70","russia-white-list-2","vabb-shw"],"host_organization":"https://openalex.org/P4310311721","host_organization_name":"Cambridge University Press","host_organization_lineage":["https://openalex.org/P4310311721","https://openalex.org/P4310311702"],"host_organization_lineage_names":["Cambridge University Press","University of Cambridge"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of French Language Studies","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5109165187","display_name":"Miranda Mary Stewart","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I181647926","display_name":"University of Strathclyde","ror":"https://ror.org/00n3w3b69","country_code":"GB","type":"education","lineage":["https://openalex.org/I181647926"]}],"countries":["GB"],"is_corresponding":true,"raw_author_name":"Miranda M. Stewart","raw_affiliation_strings":["Department of Modern Languages, University of Strathclyde, 26 Richmond Street, Glasgow G1 1XH, Scotland (U.K","University of Strathclyde"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Department of Modern Languages, University of Strathclyde, 26 Richmond Street, Glasgow G1 1XH, Scotland (U.K","institution_ids":["https://openalex.org/I181647926"]},{"raw_affiliation_string":"University of Strathclyde","institution_ids":["https://openalex.org/I181647926"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":["https://openalex.org/A5109165187"],"corresponding_institution_ids":["https://openalex.org/I181647926"],"apc_list":{"value":3550,"currency":"USD","value_usd":3550},"apc_paid":null,"fwci":0.0,"has_fulltext":false,"cited_by_count":43,"citation_normalized_percentile":{"value":0.35428978,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":89,"max":100},"biblio":{"volume":"5","issue":"2","first_page":"203","last_page":"223"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10383","display_name":"Language, Discourse, Communication Strategies","score":0.9545999765396118,"subfield":{"id":"https://openalex.org/subfields/1203","display_name":"Language and Linguistics"},"field":{"id":"https://openalex.org/fields/12","display_name":"Arts and Humanities"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10383","display_name":"Language, Discourse, Communication Strategies","score":0.9545999765396118,"subfield":{"id":"https://openalex.org/subfields/1203","display_name":"Language and Linguistics"},"field":{"id":"https://openalex.org/fields/12","display_name":"Arts and Humanities"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T12119","display_name":"Linguistics and Discourse Analysis","score":0.03269999846816063,"subfield":{"id":"https://openalex.org/subfields/1211","display_name":"Philosophy"},"field":{"id":"https://openalex.org/fields/12","display_name":"Arts and Humanities"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10034","display_name":"Syntax, Semantics, Linguistic Variation","score":0.0031999999191612005,"subfield":{"id":"https://openalex.org/subfields/1203","display_name":"Language and Linguistics"},"field":{"id":"https://openalex.org/fields/12","display_name":"Arts and Humanities"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/french-pronouns","display_name":"French pronouns","score":0.7170000076293945},{"id":"https://openalex.org/keywords/face-protection","display_name":"face protection","score":0.7409999966621399},{"id":"https://openalex.org/keywords/politeness-theory","display_name":"politeness theory","score":0.8389999866485596},{"id":"https://openalex.org/keywords/face-threatening-acts","display_name":"face-threatening acts","score":0.6140000224113464},{"id":"https://openalex.org/keywords/pronominal-reference","display_name":"pronominal reference","score":0.6740000247955322},{"id":"https://openalex.org/keywords/face-to-face-negotiation","display_name":"face-to-face negotiation","score":0.652999997138977},{"id":"https://openalex.org/keywords/pragmatic-constraints","display_name":"pragmatic constraints","score":0.33500000834465027}],"concepts":[{"id":"https://openalex.org/C41895202","wikidata":"https://www.wikidata.org/wiki/Q8162","display_name":"Linguistics","level":1,"score":0.7088357210159302},{"id":"https://openalex.org/C2779343474","wikidata":"https://www.wikidata.org/wiki/Q3109175","display_name":"Context (archaeology)","level":2,"score":0.6483215093612671},{"id":"https://openalex.org/C2780565519","wikidata":"https://www.wikidata.org/wiki/Q1208937","display_name":"Multitude","level":2,"score":0.6140532493591309},{"id":"https://openalex.org/C199776023","wikidata":"https://www.wikidata.org/wiki/Q202875","display_name":"Negotiation","level":2,"score":0.5917038917541504},{"id":"https://openalex.org/C2779627504","wikidata":"https://www.wikidata.org/wiki/Q213458","display_name":"Clitic","level":2,"score":0.5870241522789001},{"id":"https://openalex.org/C12713177","wikidata":"https://www.wikidata.org/wiki/Q1900281","display_name":"Perspective (graphical)","level":2,"score":0.564393937587738},{"id":"https://openalex.org/C2777366796","wikidata":"https://www.wikidata.org/wiki/Q6017758","display_name":"Indeterminacy (philosophy)","level":2,"score":0.5479850172996521},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.5349750518798828},{"id":"https://openalex.org/C2779304628","wikidata":"https://www.wikidata.org/wiki/Q3503480","display_name":"Face (sociological concept)","level":2,"score":0.5302125215530396},{"id":"https://openalex.org/C2764733","wikidata":"https://www.wikidata.org/wiki/Q7631398","display_name":"Subject pronoun","level":3,"score":0.5198714733123779},{"id":"https://openalex.org/C61123122","wikidata":"https://www.wikidata.org/wiki/Q281287","display_name":"Politeness","level":2,"score":0.5117859244346619},{"id":"https://openalex.org/C527412718","wikidata":"https://www.wikidata.org/wiki/Q855395","display_name":"Interpretation (philosophy)","level":2,"score":0.5032994151115417},{"id":"https://openalex.org/C2777544581","wikidata":"https://www.wikidata.org/wiki/Q931754","display_name":"Face value","level":2,"score":0.457919716835022},{"id":"https://openalex.org/C2777855551","wikidata":"https://www.wikidata.org/wiki/Q12310021","display_name":"Subject (documents)","level":2,"score":0.4451846778392792},{"id":"https://openalex.org/C144024400","wikidata":"https://www.wikidata.org/wiki/Q21201","display_name":"Sociology","level":0,"score":0.36011186242103577},{"id":"https://openalex.org/C2778551981","wikidata":"https://www.wikidata.org/wiki/Q36224","display_name":"Pronoun","level":2,"score":0.3280901312828064},{"id":"https://openalex.org/C111472728","wikidata":"https://www.wikidata.org/wiki/Q9471","display_name":"Epistemology","level":1,"score":0.19787821173667908},{"id":"https://openalex.org/C138885662","wikidata":"https://www.wikidata.org/wiki/Q5891","display_name":"Philosophy","level":0,"score":0.15874123573303223},{"id":"https://openalex.org/C95457728","wikidata":"https://www.wikidata.org/wiki/Q309","display_name":"History","level":0,"score":0.1469174325466156},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.14477163553237915},{"id":"https://openalex.org/C166957645","wikidata":"https://www.wikidata.org/wiki/Q23498","display_name":"Archaeology","level":1,"score":0.0},{"id":"https://openalex.org/C154945302","wikidata":"https://www.wikidata.org/wiki/Q11660","display_name":"Artificial intelligence","level":1,"score":0.0},{"id":"https://openalex.org/C161191863","wikidata":"https://www.wikidata.org/wiki/Q199655","display_name":"Library science","level":1,"score":0.0},{"id":"https://openalex.org/C36289849","wikidata":"https://www.wikidata.org/wiki/Q34749","display_name":"Social science","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1017/s0959269500002763","doi":"https://doi.org/10.1017/s0959269500002763","is_oa":false,"landing_page_url":"https://doi.org/10.1017/s0959269500002763","pdf_url":null,"source":{"id":"https://openalex.org/S187325880","display_name":"Journal of French Language Studies","issn_l":"0959-2695","issn":["0959-2695","1474-0079"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["anvur-class-a","anvur-scientific","cwts-core","erih-plus","jufo-3","norway-2","poland-70","russia-white-list-2","vabb-shw"],"host_organization":"https://openalex.org/P4310311721","host_organization_name":"Cambridge University Press","host_organization_lineage":["https://openalex.org/P4310311721","https://openalex.org/P4310311702"],"host_organization_lineage_names":["Cambridge University Press","University of Cambridge"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of French Language Studies","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"sustainable_development_goals_aurora":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":34,"referenced_works":["https://openalex.org/W72429322","https://openalex.org/W88069237","https://openalex.org/W149130585","https://openalex.org/W315081978","https://openalex.org/W367373544","https://openalex.org/W609489778","https://openalex.org/W634349206","https://openalex.org/W1463457999","https://openalex.org/W1557577860","https://openalex.org/W1576632330","https://openalex.org/W1659701168","https://openalex.org/W1971857265","https://openalex.org/W1980298376","https://openalex.org/W2003590476","https://openalex.org/W2005238838","https://openalex.org/W2005997269","https://openalex.org/W2015933299","https://openalex.org/W2029491572","https://openalex.org/W2041637867","https://openalex.org/W2075256189","https://openalex.org/W2086299222","https://openalex.org/W2124003719","https://openalex.org/W2136240213","https://openalex.org/W2264742718","https://openalex.org/W2313846916","https://openalex.org/W2313958082","https://openalex.org/W2324736576","https://openalex.org/W2796999907","https://openalex.org/W2999526478","https://openalex.org/W4231533450","https://openalex.org/W4235328885","https://openalex.org/W4238722546","https://openalex.org/W4239426156","https://openalex.org/W4300955079"],"related_works":["https://openalex.org/W4319783158","https://openalex.org/W2607813684","https://openalex.org/W2074222160","https://openalex.org/W2238876998","https://openalex.org/W4406826999","https://openalex.org/W2969370169","https://openalex.org/W7098483061","https://openalex.org/W7218221394","https://openalex.org/W2005238838","https://openalex.org/W7162413002"],"abstract_inverted_index":{"Abstract":[0],"The":[1],"fact":[2],"that":[3,116],"the":[4,41,54,79,94,108,118,124],"subject":[5],"clitic":[6],"on":[7,40,44,53,73,122],"has":[8,16],"such":[9],"a":[10,23,56,87],"wide":[11],"range":[12],"of":[13,58,81,96,110,117,126],"referential":[14],"values":[15],"been":[17,29],"studied":[18],"extensively,":[19],"in":[20,114,123],"particular":[21,115],"from":[22,86],"variationist":[24],"perspective.":[25],"Quantitative":[26],"methods":[27],"have":[28],"used":[30],"(e.g.":[31],"Laberge":[32],"and":[33,45,50,61,75,92,98,113],"Sankoff,":[34],"1980)":[35],"to":[36,84],"establish":[37],"correlations":[38],"between,":[39],"one":[42],"hand,":[43],"its":[46],"paradigmatic":[47],"\u2018equivalents\u2019":[48],"tu":[49],"vous":[51],"and,":[52],"other,":[55],"number":[57],"linguistic,":[59],"discoursal":[60],"social":[62],"variables.":[63],"Indeed,":[64],"pragmatic":[65],"factors":[66],"figure":[67],"increasingly":[68],"prominently":[69],"amongst":[70],"investigated":[71],"constraints":[72],"use":[74],"interpretation.":[76],"It":[77],"is":[78],"aim":[80],"this":[82],"paper":[83],"explore,":[85],"broadly":[88],"qualitative,":[89],"non-variationist":[90],"perspective,":[91],"within":[93],"context":[95],"Brown":[97],"Levinson's":[99],"\u2018Politeness":[100],"Theory\u2019":[101],"(1978,":[102],"1987),":[103],"how":[104],"speakers":[105],"can":[106],"exploit":[107],"indeterminacy":[109],"pronominal":[111],"reference":[112],"French":[119],"indeterminate":[120],"pronoun":[121],"interests":[125],"face":[127],"protection.":[128]},"counts_by_year":[{"year":2026,"cited_by_count":1},{"year":2017,"cited_by_count":1},{"year":2016,"cited_by_count":4},{"year":2015,"cited_by_count":1},{"year":2014,"cited_by_count":26}],"updated_date":"2026-08-21T09:56:20.448147","created_date":"2016-06-24T00:00:00"}