EIRP Proceedings, Vol 4 (2009)

Abstract

The present paper proposes to distinguish some aspects related by the influence that the level of negotiator's anxiety1 in the negotation situation, respective, in the used strategies and obtained results. Practical, this research paper will try to prove if anxiety plays or not a role in the negotation process, and will be a study at the border of psy-social science and the economic ones (because the communication and the negotiation domain itself can be approched under the psychological aspect, as well as under the economic one). Moreover, the negotiation is an important part of reallity, it is a part of our life. We negociate daily and over all, in different social context, and is situated on varius positions.We negociate the salary with the boss or with our subaltern, the product's and service's price,a pleassent place in a resstaurant, a better room in an hotel, the children promissed roller skate and the bicycle, better work conditions in an workshop and the new collective contract with the unions. We can't obtain anything without negotiating