THE "THIN RED LINE" IN THE NEGOTIATIONS Cover Image

“ТЪНКАТА ЧЕРВЕНА ЛИНИЯ” ПРИ ПРЕГОВОРИТЕ
THE "THIN RED LINE" IN THE NEGOTIATIONS

Author(s): Nadya Gilina
Subject(s): Economy, Business Economy / Management, Human Resources in Economy, Business Ethics
Published by: Синдикат „Висше образование“ – КТ „Подкрепа“
Keywords: negotiations; conflict spiral; "thin red line"; counter-intuitive model

Summary/Abstract: Negotiations are a complicated, complex and dynamic process connected with the exchange of concessions and meeting different interests and positions. This process is related to finding solutions to problems without disturbing the relationship and the "good tone", ie. avoiding conflict. The focus of this article is the "thin red line" between the material, the essential part, which is problem-oriented and the personal, oriented to the exercise of power (positions). The counter-intuitive model is also considered as one of the possible ways to avoid the escalation of tensions between negotiators.

  • Issue Year: 2021
  • Issue No: 1
  • Page Range: 43-55
  • Page Count: 13
  • Language: Bulgarian