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NLP Techniques Integration in Negotiation

Author

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  • Zamfir Cristina-Mihaela

    (”Ovidius” University of Constanta)

Abstract

If communication exchanges represent an inherent reality in any negotiation, we must reflect on the manner of achieving it. Being aware of this reality causes the negotiator another concern, the one of communicating more effectively. If we optimize our communication abilities, we actually expand our opportunities to influence others and this can be considered manipulation, which always has negative connotations. But if ’not influencing is not possible’, then the ethical dilemma that may arise from this situation has only solution: we accept this fact and we develop our skills in this direction, but only with integrity, in a responsible manner and respecting the world model of the parties who are involved in the negotiation process. One of the merits of NLP is to teach us how to reduce the gap between us and our interlocutors by quoting their words back to them, getting into rapport and pacing for information before leading into agreement.

Suggested Citation

  • Zamfir Cristina-Mihaela, 2011. "NLP Techniques Integration in Negotiation," Ovidius University Annals, Economic Sciences Series, Ovidius University of Constantza, Faculty of Economic Sciences, vol. 0(2), pages 1337-1342, May.
    • Handle: RePEc:ovi:oviste:v:xi:y:2011:i:9:p:1337-1342
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    More about this item

    Keywords

    active listening; NLP techniques; negotiation.;
    All these keywords.

    JEL classification:

    • M10 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - General

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