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Argument, Determing Factor in Trade Negotiations

Author

Listed:
  • Gheorghe BASANU

    (The Bucharest Academy of Economic Studies, Romania)

  • Serban Alexandru TARANU

    (Hyperion University, Bucharest, Romania)

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.

Suggested Citation

  • Gheorghe BASANU & Serban Alexandru TARANU, 2011. "Argument, Determing Factor in Trade Negotiations," REVISTA DE MANAGEMENT COMPARAT INTERNATIONAL/REVIEW OF INTERNATIONAL COMPARATIVE MANAGEMENT, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 12(6), pages 50-54, December.
    • Handle: RePEc:rom:rmcimn:v:12:y:2011:i:6:p:50-54
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    File URL: https://rmci.ase.ro/no12vol1s/Vol-12_No-1S_Article-7.pdf
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    More about this item

    Keywords

    trade negotiations; control resources.;

    JEL classification:

    • M10 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - General

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