Oral Tactics in Principled Negotiation Based on AIDA Model

Milan Constantinovits () and Shougang Zhang ()
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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

BRAND. Broad Research in Accounting, Negotiation, and Distribution, 2018, vol. 9, issue 1, 39-45

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.

Keywords: Oral Tactics; Cooperative Strategy of Negotiation; Principled Negotiation. (search for similar items in EconPapers)
Date: 2018
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