Generolo Jono Žemaičio Lietuvos karo akademija

The purpose of the research paper is to observe and analyze how the economic growth of EU countries is accompanied by growth of motorization rate and fatalities during the last decades in terms of inventory on increase of motor vehicles and accidents in road traffic in order to identify regulation of the motor insurance legislation. Research methodology is statistical analysis of economic growth and motorization rate and the accidents in the EU countries during the period of 2000–2017. In the research paper the quantitative analysis and comparison method are applied. Findings: research paper shows that in the EU countries with higher income level, the rate of increase in motor vehicles is lower than the decline in fatalities per motor vehicle, and in countries with low income level the rate of increase in motor vehicles is higher than the decline in fatalities per motor vehicle. Practical implications: research paper demonstrates road traffic authorities need to know these specificities and take this into account in preparation of legislation to strengthen EU rules on motor insurance to better protect victims of motor vehicle accidentsOriginality – paper analyses the relationship between motorization levels and fatalities of different EU countries during last decades.

The article analyzes the expression of emotions and their management in negotiations in the aspect of coherence and stability. Even in the first half of the twentieth century and in the middle, negotiations meant modest, reserved conversation of unfeeling gentlemen, assuming that all behavior associated with the negotiation is rational from the beginning to the end. Emotions were seen just as a brake of the negotiation process and effectiveness. An attempt was made to create a rational negotiating environment in which there is no place to emotions. The research shows that emotions can play a crucial role in negotiating communication and in decision–making (about 80% of the decisions are adopted on the basis of emotions). It is therefore necessary to learn how to manage emotions in negotiations – both tactical and strategic and ensuring consistency and emotional stability of behavior. The paper based on the analysis of scientific literature, systematic, comparative, logical and synthesis methods tries to disclose the key aspects of the emotional expression in negotiations, justifying the need, opportunities and ways to manage the emotions of the negotiating process.

The paper analyzes the negotiator’s position reasoning techniques and their relations in terms of sustainability. In negotiations takes part at least two sides trying to achieve a common purpose and understanding. Each negotiator has to base on their position in one way or another and to convince the opponent. Although the forms and channels of communication in this century is improving very rapidly, but the immediate value of real business meetings and negotiations remains very important. The most important and critical negotiating agreements are still going on and meetings face to face will go for a long time. Chat is one of the best and most acceptable ways to convince someone in validity of his position, that he would agree with the opponent‘s position and will adopt it or maintain. For reasoning the negotiator’s position are used following techniques: evidence, reasoning, counter reasoning, manipulation, persuasion, suggestion. This paper gives an overview of these techniques, their fundamental characteristics, features and logical relations from the view point of sustainability.