STRATEGII DE COMUNICARE: NEGOCIEREA (I)

The rapid development of the discourse of negotiation is closely related to the spread of globalization in almost every field of human activity. Globalization phenomena bring together people from various cultural backgrounds pursuing the same or apparently the same goals and the need for developing strategies that help them avoid misunderstandings and solve conflicts has become of utmost importance. That is why the need for a more integrated approach to negotiations becomes manifest. Such an approach should broaden the view on negotiation, should focus on the way in which the linguistic and rhetorical features concur in order to achieve the communicative purpose and to shape the structural patterns of negotiations. In this article we try to argue that negotiations have a predominantly persuasive nature due to their main purpose, that of reaching a settlement or inducing different actions. Unlike other types of persuasive discourse, negotiations presuppose a persuasive process that goes both ways as each party tries to influence the other and to avoid being influenced at the same time.