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.