Argument, Determing Factor in Trade Negotiations
The paper presents pragmatic guidance on current trends, the argument is a set of techniques that highlight the benefits they offer is a negotiator for the needs of others. The study focuses on rational arguments, by evidence and demonstration and practice of negotiations develop, characterized by a constant interaction of the elements which contribute to the possibilities offered to both partners. It stresses that the success of negotiations is determined by the negotiator's ability to define the steps, strategies, plan and ways of reasoning argument. Given that negotiations can occur during many different points of view, the paper presents techniques of counter-arguments and factors that may influence the success during the argument. The study highlights the fact that a negotiator can control the power dynamics of a negotiation of power through the use of traditional elements such as control of resources, time or information.
Volume (Year): 12 (2011)
Issue (Month): 6 (December)
|Contact details of provider:|| Postal: 6 ROMANA PLACE, 70167 - BUCHAREST|
Web page: http://www.management.ase.ro/
More information through EDIRC
When requesting a correction, please mention this item's handle: RePEc:rom:rmcimn:v:12:y:2011:i:6:p:50-54. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Marian Nastase)
If references are entirely missing, you can add them using this form.