NEGOCIEREA ÎN COMUNICAREA INTERPERSONALĂ – FUNCȚII, ETAPE ȘI STRATEGII
NEGOTIATION IN INTERPERSONAL COMMUNICATION - FUNCTIONS, STAGES AND STRATEGIES

Author(s): Marinela Rusu
Subject(s): Social Sciences, Communication studies, Theory of Communication
Published by: Biblioteca Ştiinţifică a Universităţii de Stat Alecu Russo
Keywords: negotiation process; strategies; trust building; empathy; interpersonal communication;
Summary/Abstract: The negotiation process is a complex but often necessary side ofinterpersonal communication. The existing differences between the cultures (beliefs,values, etc.), between people (race, religion, sex or generation), make thenegotiation acquire important functions, contributing to the efficiency ofcommunication. To this end, the present paper analyzes not only the conceptualboundaries, regarding the definition of negotiation but also analyzes the functionsand stages of intelligent negotiation strategies. Psychological factors, such asempathy, emotion control, social skills, contribute to a successful negotiation.

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