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Aspecte ale persuasiunii în negocierea comercială

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
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

Citations to this publication: 2

References in this publication: 1

11Constantin SălăvăstruTeoria şi practica argumentăriiEditura Polirom2003

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