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Oral Tactics in Principled Negotiation Based on AIDA Model

Author

Listed:
  • Milan Constantinovits

    (PhD in Management and Business Administration Science, Associate Professor, Szent István University Gödöllő, Hungary)

  • Shougang Zhang

    (PhD School of Management and Business Administration, Szent István University Gödöllő, Hungary; School of Business, Xi'an Siyuan University, Xi'an, China)

Abstract

This article has focused on the different negotiation strategies of the international business interactions making two significant categories: the competitive strategy and the cooperative strategy. R. Fisher, W. Ury (1981) invented the concept of principled negotiation, which was later further R. Fisher, W. Ury and B. Patton (1991) developed but the core idea remained unchanged. According to this study the principled negotiation is also one type of the cooperative negotiation strategy and there is a cooperative oral tactics of business negotiation which by the means of cooperative verbal coding ensures the greatest advantages and has got the similar algorithm to the old, classical AIDA model.

Suggested Citation

  • Milan Constantinovits & Shougang Zhang, 2018. "Oral Tactics in Principled Negotiation Based on AIDA Model," BRAND. Broad Research in Accounting, Negotiation, and Distribution, EduSoft Publishing, vol. 9(1), pages 39-45.
    • Handle: RePEc:bra:journl:v:9:y:2018:i:1:p:39-45
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