NLP Techniques Integration in Negotiation

Zamfir Cristina-Mihaela ()
Additional contact information
Zamfir Cristina-Mihaela: ”Ovidius” University of Constanta

Ovidius University Annals, Economic Sciences Series, 2011, vol. XI, issue 2, 1337-1342

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.

Keywords: active listening; NLP techniques; negotiation. (search for similar items in EconPapers)
JEL-codes: M10 (search for similar items in EconPapers)
Date: 2011
References: Add references at CitEc
Citations:

Downloads: (external link)
http://stec.univ-ovidius.ro/html/anale/RO/cuprins%20rezumate/volum2011p2.pdf (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:ovi:oviste:v:xi:y:2011:i:9:p:1337-1342

Access Statistics for this article

Ovidius University Annals, Economic Sciences Series is currently edited by Spatariu Cerasela

More articles in Ovidius University Annals, Economic Sciences Series from Ovidius University of Constantza, Faculty of Economic Sciences Contact information at EDIRC.
Bibliographic data for series maintained by Gheorghiu Gabriela ().