%0 Journal Article
%T PERSUASIVE COMMUNICATION IN LOGISTIC NEGOTIATION
%A Ph. D. Ioan Constantin Dima
%A Ph. D. Stefan Vladutescu
%J International Journal of Economics and Research
%D 2012
%I Sanben Agency
%X Negotiation logistics, specific form of negotiation alongside the media phenomenon, the phenomenon of political etc., uses persuasive communication: persuasion. Of the four operations of persuasion (lies, seduction, fiction and myth), the logistic negotiation mainly uses lies and seduction. However, from the persuasive maneuvers the ˇ°door in the noseˇ± (ˇ°door-in-the-faceˇ±) maneuver is the preferred one (originally is required a high price for quality is not worth it) and "low ball" (low-balling) (originally is required a small price for high quality). The persuasive nature of negotiation is illustrated with examples of using the "low balling" maneuver.
%K persuasion
%K logistic functioning
%K logistic negotiation
%K communication
%K door in the face
%K low balling
%U http://ijeronline.com/documents/volumes/Vol%203%20issue%201/ijer20120301JF(2).pdf