Persuasion in business negotiations

2005 ◽  
pp. 27-58 ◽  
Author(s):  
Anne Marie Bülow-Møller
Keyword(s):  
Business Negotiations

Some Good News

2018 ◽  
Author(s):  
C. Daniel Batson
Keyword(s):  
Meaning In Life ◽  
Close Relationships ◽  
Self Esteem ◽  
Preliminary Evidence ◽  
Empathic Concern ◽  
Good News ◽  
Negative Attitudes ◽  
Political Conflicts ◽  
Conflict Situations ◽  
Business Negotiations

Empathy-induced altruism provides benefits for (a) the person in need, (b) other similar people, and (c) the person feeling empathic concern. Specifically, there is evidence that it can produce the following: more and better help for those in need; less aggression toward them; less derogation and blaming of victims of injustice; increased cooperation in conflict situations (business negotiations, political conflicts, and tensions between students in school); less negative attitudes toward stigmatized groups; increased willingness to help these groups; more sensitive and responsive care in close relationships; increased happiness and self-esteem; less stress; more meaning in life; and greater longevity. The list of benefits of empathy-induced altruism for which there is at least preliminary evidence is impressive. Although not a panacea, it can be a powerful force for good.

scholarly journals Negotiation communication revisited

2021 ◽  
Vol 29 (1) ◽  
pp. 163-176 ◽  
Author(s):  
Mareike Schoop
Keyword(s):  
Current Paper ◽  
Electronic Negotiation ◽  
Negotiation Research ◽  
Business Negotiations ◽  
Relevant Work

AbstractNegotiators communicate with each other and decide on offers or requests. Whilst the decision side of negotiations has long been a focus of negotiation research, the communication side has not been extensively supported. The current paper revisits the need for a communication perspective in business negotiations and reviews current research on negotiation communication. Both strands of relevant work are then integrated to provide a concept of electronic negotiation communication and to discuss how this concept was implemented in the system Negoisst and thus operationalised.

scholarly journals Multi-criteria assessment tools for achieving balance between negotiating powers under distorted conditions of competition in construction sector’s market

2021 ◽  
Vol 129 ◽  
pp. 12003
Author(s):  
Kęstutis Peleckis
Keyword(s):  
Market Power ◽  
Market Competition ◽  
Value Added ◽  
Assessment Tools ◽  
Key Factors ◽  
Negotiation Strategy ◽  
Business Negotiation ◽  
Negotiation Strategies ◽  
Business Negotiations ◽  
Business Entities

Research background: this study identified which factors influence other factors and how they have a greater impact on the value of a business entity’s HHI index. By knowing the key factors, they can be used to model possible mergers and their impact on the HHI index and possible changes in the market power balance. Purpose of the article: to present the concept of business negotiation system, enabling to model and effectively manage the process of development and implementation of negotiation strategies, assessing the negotiating power of negotiating parties and selecting multi-criteria assessment tools to balance them in the conditions of distorted construction sector market competition. Methods: multi-criteria assessment is used to assess the market power of business entities in business negotiations in order to select effective strategic solutions for construction sector’s business negotiations. Findings & Value added: a developed algorithm for the development of construction sector’s business negotiation strategy based on evaluations of bargaining power is presented.

scholarly journals Kompleksnyy podkhod k issledovaniyu ekonomicheskogo kinodiskursa

2021 ◽  
Vol 13 (2) ◽  
pp. 47-57
Author(s):  
Alexandra A. Lukina ◽  
Keyword(s):  
Total Duration ◽  
Main Idea ◽  
Target Audience ◽  
Business English ◽  
Public Speech ◽  
Economic Discourse ◽  
Business Negotiations ◽  
Film Texts ◽  
Key Terms ◽  
Film Discourse

The article is devoted to a comprehensive study of the economics film discourse. Eleven feature films and documentaries of the economic genre in the English and Russian languages (total duration – 1,221 minutes) served as the material for the research. The article provides an overview of linguistic studies of the economic discourse over the past 20 years, describing three forms of its existence and functioning: scientific economic discourse, official business economic discourse, and popular economic discourse. Further, the author substantiates the feasibility of using film texts as material for linguistic research into the economic discourse, as well as its advantage – the possibility of studying three modes: oral, written, and gestural. The paper presents the following typological aspects of the economics film discourse: target audience, participants in communication, communication code, topic and precedent texts as the main idea. Based on those, the author identifies and describes the target audience of economics films, three binary models of interaction between participants in economic communication and their features. Further, the paper presents typological variety of discourses in which economic communication unfolds. There are considered everyday discourse, mass information discourse, and business discourse. In the last one, the author identifies the following genres: business conversation, business negotiations, office meeting, public speech, presentation, business discussion, press conference, business correspondence. In addition, the author has compiled terminological maps for economics films with the identification of key terms that determine the subject matter and the main problem of each film. The results of the analysis can be used not only in further research in the field of discourse and textual analysis but also as a basis for the formation of lecture and practical materials to be used for the course of business English and in the training of translators in the field of economics.

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