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Strategies and Stratagems of Negotiation

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Abstract:

Negotiation is a dynamic process through two or more persons are discussing about some problems in order to reach a satisfactory agreement on common interest. The techniques of negotiation represent procedures, methods used by negotiators to approach the process. In this process, it is important to know how to handle the problems that appear in the negotiation in achieving the desired result. For winning the negotiation, the person who applies to the discussion needs to anticipate the steps that are taken by his partner and what kind of situation might call for his skills as a negotiator. The act of negotiation has four phases: preparation- identification of interest, debate- direct communication, proposal-suggestion in finding a solution and bargaining-obtaining a result. The negotiation is based on stratagems too. A stratagem is a scheme or a clever plot. Stratagems are persuasive strategies. All these elements must induce fear to the partner of negation in order to reach success. We can say that a negotiation is a complex communication based on a persuasive project.

Info:

Periodical:
International Letters of Social and Humanistic Sciences (Volume 26)
Pages:
157-163
Citation:
B. Teodorescu, "Strategies and Stratagems of Negotiation", International Letters of Social and Humanistic Sciences, Vol. 26, pp. 157-163, 2014
Online since:
April 2014
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