Abstract. The strategy used in negotiation depends very much by the personality, character and temperament of the negotiator. The style of each person to negotiate prints it self in approach method of the subject under review and in the manner of communication with other participants to the negotiation. Some participants to the negotiation are very competitive and dominant, sometimes reaching up to an aggressive behavior, they perceiving any relationship as a competition witch must win at any cost. Others, however, may be more disposed to brake down in order to maintain a friendly relationship. In this sense we can conclude that there are participants to the negotiation witch ranging from one extreme to another, they require different strategies and approaches of "subject" of the business negotiation.

strategy, negotiation, business, agro-tourism

Presentation: oral