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- Title
THE ANSWERS TECHNIQUE.
- Authors
BOGLUȚ, Angela; TUDORAN, D.
- Abstract
The technique of responses takes into account, generally, the technique of the questions. Depending on what you want to obtain directly, indirect on the long term before negotiating or during negotiation. We must keep in mind some rules, some are common sense, and others are predefined for both question and answer. Both questions and answers have to be though of, who addresses them. We proposed the following rules: avoiding the rush, not necessarily giving a straight answer, it is dangerous to answer all questions, the answer may be delayed due to poor memory or lack of documentation, it is not mandatory to give an honest answer, do not go into details only if it is in own benefit, untrusting answer, ask for information, evidence, facts, answers must be formulated and clearly articulated but in a very low tone, you can give nuanced answers, elusive. When stating the answers, you should avoid the following: frequent and insistent references to your own person, violent critiquing trends of the partner, the tendency to minimize the partner's words, avoid giving advice, warnings or arrogance, know how to make concessions based on the importance of the negotiation. The rule of concessions can go on by echeloned versions: the risk of negotiation failure, if the negotiation takes a different turn, lack of new concessions which can increase the levels of tension and danger of failure, the partner is encouraged to seek concessions, that cannot be granted, the level of hope of the partner may increase and the effect is disastrous, the desire to compromise, a better option that indicates limited room for negotiation. There are dangerous alternatives by the high level of the first installment, so that partner is happy with 70 % but the best option is based on a partner's psychological reaction to the partial withdrawal of the concession and its final restoration, showing good faith and giving partner satisfaction. The answers technique represents the entirety of possible answers to a partner on both technical questions that are used in a negotiation and on short language, to the point, maximum 125 words per minute, needs to know the questions technique so as to know the replies, at the same time, to know how to make concessions to the extent we believe is needed to win a negotiation according to the opponent's or partners personality, who wish to buy or sell. By the clenching of the contract (signing, sealing and then ways regarding the sale, payment methods, shipping methods), everything represents the questions, answers and concessions technique.
- Subjects
NEGOTIATION; CONTRACTS; SATISFACTION; CONCESSION bargaining; PERSONALITY
- Publication
Research Journal of Agricultural Science, 2014, Vol 46, Issue 1, p67
- ISSN
2066-1843
- Publication type
Article