BULETIN ğTIIN IFIC - Universitatea George Bacovia

64
Mihaela TARULESCU
communication plays in these models is information giving and the enactment of bargaining
strategies and tactics.
As mentioned above, specialists have distinguished two types of negotiation, integrative
and distributive, each of them with the specific tactics.
3.1. As the atmosphere of the integrative negotiation is characterized by openness
and trust, the tactics used are less numerous 4 .
3.1.1. Persuasion tactics
a) The conditioned promise
e.g. “If the goods supplied by you qualitatively comply with our clients’ expectations, we
shall order surplus quantities.”
b) The positive appreciation of the partner
e.g. “We have always appreciated the promptness with which you answered our
requests.”
c) The appeal to norms
e.g. “You know that in such situations the usage indicates a bank guarantee.”
d) The proposal of testing
e.g. “In order to convince you that we agree with you, we shall organize a testing session
of the equipment.”
e) The offer of guarantees
e.g. “The guarantee period we offer is much longer than that of our competitors.”
f) The proposal of mediators
e.g. “In case of dispute, we hope to settle the issue with the assistance of a mutually
accepted mediator.”
g) The search for alliances
e.g. “The Romanian Bank shall guarantee the payment of the credit.”
3.1.2. Tactics that don’t aim at manipulating the partner
a) The firm, credible promise
e.g. “You will get our answer as soon as we read the papers from the bank.”
b) The “cards laid on the table” game
e.g. “Your trade-mark is a guarantee for us.”
c) Reciprocity in granting the advantages
e.g. “We agree to price reduction of 10% if you take care of transport documents.”
d) Reformulation
e.g. “Therefore, you consider that it is our obligation to speak to the Bank.”
e) Constructive proposals
e.g. ”Let us find together some new sources for financing the project.”
4 Chiriacescu, Adriana (2003): Comunicare Interuman. Comunicare în afaceri. Negociere, Bucureti,Editura
ASE, p. 200.