TRAINING FUTURE MANAGER‘S NEGOTIATION COMPETENCIES IN UNIVERSITY: ARGUMENTATION METHODS AND THEIR APPLICATION
Journal Title: Role of Higher Education Institutions in Society: Challenges, Tendencies and Perspectives - Year 2014, Vol 1, Issue 3
Abstract
Argumentation is the most difficult stage of the negotiations or business talks, requiring a lot of knowledge, focused attention, inspiration, the drive and culture in formulating and articulating claims. In addition, during negotiations we are dependent from other person or the opponent. Only demagogues in negotiations or business conversation can convert the discussion partner to his wishes object. In civilized negotiations must be treated on the contrary - we have to pay attention to the opinion of other person as well as to their own, regardless whether we consider him an opponent or the congenial. In order effectively manage the process of reasoning, and in any case we have effectively to dispose the accumulated material and clearly identify the intermediate and final results you want to achieve. Since the argumentation is a dialogue, it is always necessary to consider and take into account the position of other person or the opponent. What does he seek? What is our reasoning capabilities? What are the minimum and maximum of our aspirations? If events could take an unfavorable direction, how we can come back, not to burn the bridges and allow business talks to continue? Is this the case of any possible compromise? In business negotiations or conversation communicating both sides are trying to convince each other of the correctness of their views, positions. For this purpose, using a variety of tools, ranging from logical evidence, arguments, various schemes and ending by appeals, speculation, sophistry. The argumentation in conversation or negotiation - an attempt to convince the discussion partner or opponent with the help of certain statements to change their position or beliefs, and adopt a position of the other side of the negotiation. The argumentation - are statements presented in oral or written form, directed to other person's mind and emotions, that he would assess to accept or refuse them. This is achieved with out violence –only with persuasion. In the process of reasoning is formed some opinion, the real problem is fixed in an attempt to look at it from the one or the other side of the negotiating positions involved in business conversation. At this stage, the negotiators and business people involved in the conversation can try to change the already formed opinion (position), to strengthen the already formed or changed a new opinion (position). At this stage, you can eliminate or reduce conflicts arising prior to conversation, or during negotiations, critically assessthe assumptions and facts expressed by one and the other sides.There are currently roads are based for clear, precise, partial or over all conclusions, formed on a common base for the decisive last round of interviews - to take decision.
Authors and Affiliations
Kęstutis Peleckis, Valentina Peleckienė
Keywords
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