| Title: | Aspecte ale persuasiunii în negocierea comercială |
| Author: | Marioara Ion |
| Publication: | Limba română: controverse, delimitări, noi ipoteze. Actele celui de-al 9-lea Colocviu al Catedrei de Limba Română, II, Section Pragmatică și stilistică, p. 87 |
| Editors: | Rodica Zafiu, Adina Dragomirescu, Alexandru Nicolae |
| Publisher: | Editura Universității din București |
| Place: | București |
| Year: | 2010 |
| Abstract: | [Some Aspects of Persuasion in Business Negotiation] In this paper, we examine the way the participants’ communicative competence is being actualized in their attempt to settle an agreement. Their common goal, i.e. to close a deal, makes them use different communicative strategies and techniques, based on persuasion. We investigate, in particular, some of the changing strategies and tactics of persuasion that are used by the negotiators during the negotiation process. Our intention is to find how the changing process works, which are the psychological causes that contribute to its success, which are the reasons that determine a negotiator to make use of persuasion, how strategic is the appeal of persuasion and if its purpose is defensive or aggressive, or if the approaches to persuasion are logical or rather emotional. |
| Language: | Romanian |
| Links: |  pdf |
Citations to this publication: 2
| 0 | Adelina Emilia Mihali | Valenţe semantice ale adjectivelor din structura numelor comerciale | CCI, 2, 991-999 | 2012 | pdf html |
| 1 | Florin Sterian | Bibliografia românească de lingvistică (BRL, 54, 2011). Lucrări de lingvistică apărute în țara noastră în cursul anului 2011 | LR, LXI (4), 437-576 | 2012 | pdf html |
References in this publication: 1
| 11 | Constantin Sălăvăstru | Teoria şi practica argumentării | Editura Polirom | 2003 |
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