Argument, Determing Factor in Trade Negotiations

Gheorghe Basanu and Serban Alexandru Taranu
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Gheorghe Basanu: The Bucharest Academy of Economic Studies, Romania
Serban Alexandru Taranu: Hyperion University, Bucharest, Romania

REVISTA DE MANAGEMENT COMPARAT INTERNATIONAL/REVIEW OF INTERNATIONAL COMPARATIVE MANAGEMENT, 2011, vol. 12, issue 6, 50-54

Abstract: 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.

Keywords: trade negotiations; control resources. (search for similar items in EconPapers)
JEL-codes: M10 (search for similar items in EconPapers)
Date: 2011
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Persistent link: https://EconPapers.repec.org/RePEc:rom:rmcimn:v:12:y:2011:i:6:p:50-54

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