Abstract
Any negotiation process implies the existence of distinct parties, an object of negotiation and a certain context. The negotiating partners are in a certain relationship of forces, one or the other of the parties being able to have an ascendant over the other. In order for the negotiations to have the expected effect and to resolve certain disputes related to the tourism business, it is necessary that, beyond the personal interests of the negotiators, the parties should be able to define a common project, which would make the object of the negotiations be accomplished. This article characterizes the effect of power as a method of influencing the process of commercial negotiation in the field of tourism business.
Sign-in/Register to access full text options 
Free) 
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a call
