Rev. 3-4-2021-5



In interpersonal relations, negotiation occupies an important place, and the motivations are fundamental for their development. In the negotiation process, verbal communication is dominant, but not sufficient for a motivational optimum. Intentionality and purpose play a key role in initiating, conducting and finalizing negotiations. Omissions lead us directly to intentionality and decision-making as essential elements of current negotiations. That is why this study aims to analyse the acts of negotiation in terms of intentionality, the relationship between purposes and means (a relationship relevant to negotiations). The logical game of questions and answers mimics spontaneity, but is guided by the needs corresponding to each stage of the negotiation: information, verification, confirmation, clarification, reconsideration etc. Argumentation is the binder of negotiations, both in attack and defence. However, we believe that it should include reciprocal and possibly repeated concessions until a mutually accepted balance is reached. Therefore, the evolution of this type of activity leads us to the principle of cooperation. The documented analysis of recent research revealed a number of aspects of the negotiation, in line with the evolution of economies. There is an increasing discussion about a philosophy of negotiations, in which psychological explanations demonstrate the transdisciplinarity of this field. Negotiation specific to the economies of the 21st century no longer involves winners and losers exclusively, but consensus, a consensus necessary for the good functioning of the economy and society. The constructive, creative and, finally yet importantly, ethical spirit is noticed by the recent researches, as a way to unblock negotiations. Therefore, the dynamics of negotiation, as a process, registers new aspects in the interactions between organizations, in the ethics of language and the observance of the truth.

Keywords: negotiation, intentionality, cooperation.

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