Strategic orientations of negotiators rhetoric in business negotiations

Abstract

Strategic planning of negotiations’ speech requires avoiding coincidences and choosing the most appropriate means to achieve negotiator’s objectives. Implementation of the strategic orientation is linked to various aspects of language. The negotiating, namely, public speaking is seen as a strategic process, which comprises an understanding of the context, the deliberate behaviour and a plan how to achieve negotiator’s objectives. In the process of negotiation the negotiators are developing commonly significant relationships; their thoughts, opinions, attitudes and values are tested, adapted and developed through interactions. The negotiators attitudes toward different values vary significantly. Hence, some aspects and facts may be more important or significant for one negotiator than for another; his attitudes may determine how the statements are interpreted and understood.