The Economic Performances Gained Through Integrating the Adaptive Anticipations within Commercial Negotiation Process

Relational contexts of negotiation, have interrelated goals, that are based on the views of the negotiating partners themselves and on their endogenous and exogenous variables. It should be made, therefore, the ex ante and ex post analysis of the whole process of commercial negotiation, for dimensioning the company's economic performance. It is being recommended, a coherent analysis of the sensitive border between success and failure, within the present trade negotiations, that are taking place at a time when the demand / supply ratio is highly oscillating. This paper brings to the fore the current financial and economic context marked by a profound global crisis, and its implications over the commercial negotiation processes, in a fierce competition and pressing survival needs of SMEs conditions. Moreover, it highlights the beneficial role of using basic tools based upon knowledge society development. In this regard, we propose the integration of adaptive expectations equations throughout the trade negotiation process development, focusing on the expectations 'correction' in relation to the failure of a previous trade negotiations.negociation, management, commercial process.

Ostension and Demonstrative Reference

Abstract. The strong similarity between the use of ostension and that of a simple demonstrative to predicate something of an object seems to conflict with equally strong intuitions according to which, while “this” does usually refer to an object, the gesture of holding an object in your hand and showing it to an audience does not refer to the demonstrated object. This paper argues that the problem is authentic and provides a solution to it. In doing so, a more general thought is given support by the approach used. Namely, the thought that our abilities to directly refer to things require some basic referential abilities exhibited in ostension and the use of demonstratives which, in their turn, rest upon our abilities to cooperate in performing non-communicative actions on our environment. Several concepts introduced in order to solve the initial problem can be used to articulate this thought in more detail