The Art of Negotiating for Advantage

Cristina Mihaela Zamfir ()
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Cristina Mihaela Zamfir: “Ovidius†University of Constanta

Ovidius University Annals, Economic Sciences Series, 2020, vol. XX, issue 2, 573-579

Abstract: The negotiating process is absolutely fundamental to human communication and interaction. Negotiation typically involves a dialogue between two or more parties intended to reach a mutually acceptable solution, resolve points of difference to produce an agreement upon course of action and craft outcomes to satisfy various interests. The aim of this paper is to discuss the importance of ascertaining positions in effective business negotiations from two points of view: Firstly, an analysis of the basic steps of effective negotiation; Secondly, the specific stages of the negotiating process which illustrate either the battle for power when styles collide or the amicable compromise when views are shared; The results of the research show that we cannot blame anyone for trying to get the best deal and have a considerable advantage over their ‘opponent’ since the very essence of negotiation relies on the principle: ‘If you don’t ask, you don’t get’.

Keywords: basic steps; negotiating process; specific stages; win-lose; win-win (search for similar items in EconPapers)
JEL-codes: Z00 (search for similar items in EconPapers)
Date: 2020
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