The Importance of Neuro-Linguistic Programming in Training Business Negotiators

Résumé (en anglais)

In a world where the use of persuasion techniques is in a constant increasing trend, in different domains, such as marketing, advertising, media, politics, education and even more in business, it is considered that these skills of persuasion should be continuously improved. This paper aims at capturing the relationship between Neuro Linguistic Programming techniques and abilities needed, in order to succeed, in the field of business negotiation interactions. More specifically, the questions that this paper will answer regard to the abilities that a negotiator has to have, how Neuro Linguistic Programming can improve these abilities, how the negotiator's behavior impacts the outcomes and how behavior can be modeled. Based on a questionnaire, some negotiators' opinions upon the importance of verbal, paraverbal and also nonverbal communication abilities will be identified. Besides these opinions, a number of needs, in terms of developing interpersonal skills will be found.