Negotiating Agreements, Multiobjective Approach

Abstract In this paper we are trying to develop kind of a new insight into the negotiations process. The approach proposed concentrates on the negotiations considered as a decision interface between the two interacting industries of which negotiating partners are representatives. It is the idea of principle based on balanced profits which helps to show how not only immediate but also for reaching effects could be assured. The north south dialog deserves such a development policies which could lead to equilibrium based on the balanced flow /and recycling/ of goods. Temporary advantages do fire back with effects negative to both sides. The idea behind this paper is to indicate that negotiations on technology transfer should be viewed more as a process of adjustment of an industrial structure offered by a supplier and the resources attainable by an investor. Then the “sell and buy game” can take place based rather on “law of nature” - it is physical properties and natural limitations of an installation; then the result would not be born from parents whose names are: wishfull thinking and art of conviction.