Rhetorical techniques in the negotiation process Cover Image

Реторически техники в преговорния процес
Rhetorical techniques in the negotiation process

Author(s): Stoyanka Balova
Subject(s): Philosophy, Social Sciences, Communication studies, Theory of Communication, Rhetoric
Published by: Факултет по журналистика и масова комуникация, Софийски университет „Св. Кл. Охридски”
Keywords: negotiations; negotiation process; rhetorical techniques; strategy

Summary/Abstract: This article analyzes basic verbal techniques and strategies in political and business negotiations. Negotiations can take place differently. A universal recipe for negotiating behavior cannot be stated. In summary, it is worth mentioning that negotiations that are pragmatic when the parties are not digging into their own positions but looking for alternative options and applying compromise options are positive. In order for negotiations to be successful, several basic rules relating to advance preparation must be observed. There is a need to carefully diagnose the situation, determine the negotiator’s goals, and assess the goals of the other party.

  • Issue Year: 1/2020
  • Issue No: 7
  • Page Range: 84-90
  • Page Count: 7
  • Language: Bulgarian