Representation of Ideology in Iran's National and International Commercial Negotiations Based on Van Dijk's Critical Discourse Analysis: The Study of Agreements of Asia Insurance Company

Document Type : Original Article

Authors

1 PH.D Student, Department of Linguistics, Central Tehran Branch, Islamic Azad University, Tehran, Iran

2 Associate Professor, Department of Linguistics, Central Tehran Branch, Islamic Azad University, Tehran, Iran

3 Assistant Professor, Department of Linguistics, Central Tehran Branch, Islamic Azad University, Tehran, Iran

Abstract

Ideology and culture are notions that make international negotiations more complicated than national negotiations, and if the negotiators can have access to the hidden ideology of the foreign parties, they will have profitable negotiations ahead. In this study, the method of representing ideology in the contracts and emails of Iran's national and international commercial negotiations is discussed. The main issue of the article is how ideologies are reflected in the discourse through language in commercial negotiations, and what strategies the negotiators use to achieve their goals. The collected data have been analyzed from the perspective of van dijk's critical discourse analysis and the results of the research indicate that in international negotiations, the ideological strategies include negative other presentation, distancing, euphemism and also evidentiality and it was obvious thet they are used more in international negotiation comparing to the national ones. Also, the negotiators have used linguistic strategies such as modality, passive sentences, and nominalization to reveal their intended ideologies.

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References

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Linguistic Studies: Theory and Practice
Volume 4, Issue 4 - Serial Number 12
Winter 2025
December 2025
Pages 83-106

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History

  • Receive Date: 08 July 2024
  • Revise Date: 23 September 2024
  • Accept Date: 23 October 2024

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