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Negotiation Techniques The Academy of Economic Studies Bucharest The Faculty of Economic Studies in Foreign Languages English Department, group 135 Silvia M. Danciu silvia_danciu@yahoo.com Catalin A. Tilimpea ctilimpea@home.ro Table of Contents TABLE OF CONTENTS 2 INTRODUCTION 3 THE TOP OF THE ICEBERG 3 STYLES OF NEGOTIATIONS 3 ATTITUDES IN NEGOTIATIONS 4 NEGOTIATION TACTICS 6 PREPARATIONS FOR NEGOTIATIONS 7 SOME GENERAL RULES IN NEGOTIATIONS 8 SUBLIMINAL FACTORS THAT AFFECT NEGOTIATIONS 9 BODY LANGUAGE 9 SPEECH 11 PROXEMICS 11 APPEARANCE 13 CULTURAL ISSUES 13 FRAMEWORKS FOR BETTER UNDERSTANDING NEGOTIATIONS 14 NEURO-LINGUISTIC PROGRAMMING (NLP) 14 TRANSACTIONAL ANALYSIS 15 GAME THEORY 15 Concepts of Nash and Pareto Equilibrium and Their Applicability to Negotiations 16 CONCLUSIONS 17 TABLE OF REFERENCES 17 Introduction Negotiation is the process whereby interested parties resolve disputes, agree upon courses of action, bargain for individual or collective advantages, and attempt to craft outcomes that serve their mutual interests. From this definition, one can easily infer that negotiations occur in almost all walks of life, from parenting to the courtroom. In fact, one must negotiate for most things one wants in life. Negotiation can only be avoided when there is no desire for anything possessed or controlled by someone else. Regardless of the profession, skill as...

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