Specifics of Building a Communication

Abstract

The article is aimed at explaining the specifics of building a communication in the negotiation process. On analyzing, systematizing and generalizing the work of many scholars, the negotiation is defined and its basic models are considered on the basis of the systemization and generalization of the opinions of scientific practitioners. The latest and most popular negotiating strategies are allocated. The most common types of interlocutors are described on the basis of processing the works of some outstanding scientists; their specific features, which can be found at the beginning of a negotiation process, allowing to correctly determine the future course of development of connections with the opponent, are defined. A list of tactic practices used by experienced negotiators in the negotiation process is provided. This direction is quite prospective because of the increasing importance of global cooperation for both national and foreign enterprises. There is a need to improve the efficiency of international negotiations, the satisfying solutions to which would require a thorough study and successful use of communication instruments.

Keywords

• negotiation
• negotiation models
• strategies
• tactics
• classification of interlocutors