PERSUASIVE COMMUNICATION IN LOGISTIC NEGOTIATION

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 “door in the nose” (“door-in-the-face”) 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.