期刊名称：Ovidius University Annals: Economic Sciences Series
电子版ISSN：2393-3127
出版年度：2011
卷号：11
期号：2
语种：English
出版社：Ovidius University Press
摘要：If communication exchanges represent an inherent reality in any negotiation,we must reflect on the manner of achieving it. Being aware of this reality causes the negotiator another concern,the one of communicating more effectively. If we optimize our communication abilities,we actually expand our opportunities to influence others and this can be considered manipulation,which always has negative connotations. But if ’not influencing is not possible’,then the ethical dilemma that may arise from this situation has only solution: we accept this fact and we develop our skills in this direction,but only with integrity,in a responsible manner and respecting the world model of the parties who are involved in the negotiation process. One of the merits of NLP is to teach us how to reduce the gap between us and our interlocutors by quoting their words back to them,getting into rapport and pacing for information before leading into agreement.
