Negotiation is the process we use in order to obtain things that we want and a re
controlled by others. Any desire we intend to fulfill, any need that we are obliged to meet is
a potentia l bargaining situa tions. Between groups a nd individuals, negotiation occurs
natura lly, as some have one thing that the other wants and is willing to barga in to get it.
More or less we are a ll involved in negotiations: closing a c ontract, buying a thing,
obtaining spo nsorships, collective decision making, conflict resolution, agreement on work
plans. Within the field of labor r elations, negotiation can occur on the occasion of closing /
amending employment contracts or in order to regulate employment or work r elations.
Moreover, used proper ly, the negotiation ca n be an effective tool for solving labor disput es,
with benefits for both involved pa rties. This paper aims to present negotia ting principles
and steps to follow in planning and prepa ring negotiations and the negotia ting techniques
that ca n lead to a successful negotiation based on a well-developed plan.
Keywords: negotia tion, social pa rtners, labor contract, labor conflict, negotia tion
JEL classification: K31
1. Negotiation notion and characteristics
1.1. The concept of negotiation
Widely, the negotiation represents the action of dealing, discussing with
the purpose of reaching to an agreement. The Explicative Dictionary of the
Romanian Language defines the negotiation as being the action of negotiating and
its results. To negotiate supposes to deal with somebody towards closing an
economic, politic, cultural convention; to intermediate, to close a deal, to run
several commercial operations.
Negotiation assumes successive discussions, a verbal communication
partners with equal rights and obligations. Negotiation appears as a “concentrated
form of inter-human communication where two or several parties disagreeing wish
to reach to a settlement for a common issue of reach a common purpose”; “to
1 Iulia Bdoi – Bucharest University of Economic Studies, Law Department, firstname.lastname@example.org.