Business negotiations and business conversations: possible interference of mutual understanding

Abstract

Negotiators often say that they are willing to engage in honest negotiations, but sometimes negotiations may fail due to lack of confidence between the parties in terms of competence or good intentions. One of the negotiating parties willing to make a concession, a discount or share sensitive information, expecting a concession or a compromise in exchange, will always be at risk of the other side refusing to concede, or worse — using that information obtained in their favour. At the beginning of business negotiations and business meetings interlocutors are trying to decipher and understand their opponents, seeing to each other under the external image. Impressions that arise in monitoring the appearance of the interlocutor, is of great importance. First of all, it should be noted that negotiator knowing his opponent, improves himself, since he is improving his cognitive powers.