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2013 | nr 3 | 43--52
Tytuł artykułu

Negotiations Structures and Principles

Warianty tytułu
Języki publikacji
EN
Abstrakty
Tematem artykułu jest proces negocjacji i jego etapy. Na podstawie badań literaturowych, autor przedstawia i opisuje różne modele i podejścia, wskazuje na kluczowe problemy, zwraca uwagę na techniki możliwe do wykorzystywania podczas negocjacji, podkreśla znaczenie właściwego do nich przygotowania oraz dokonuje porównania pomiędzy najbardziej znanymi w literaturze przedmiotu koncepcjami.(abstrakt oryginalny)
EN
The negotiation process and its stages is the topic of this article. Basing on the literature survey, the author presents and describes different models and approaches, indicates the key issues, draws attention to the techniques suitable to use during negotiations, stresses the importance of proper preparation for them, and makes a comparison between the most well-known concepts in the literature. (original abstract)
Rocznik
Numer
Strony
43--52
Opis fizyczny
Twórcy
  • Vilnius Gediminas Technical University, Lithuania
Bibliografia
  • Alfredson T., Cungu A., Negotiation Theory and Practice, FAO Program, "EASYPol", 2008, 179.
  • Brodow E., Ten Tips for Negotiating in 2013, http://www.brodow.com/Articles/NegotiatingTips.html.
  • Dawson R., Secrets of Power Negotiating, [in:] 15th Anniversary Edition: Inside Secrets from a Master Negotiator, Career Press, New York 2010.
  • Dee M., Evaluating European Union leadership in multilateral negotiations. A framework for analysis, EUSA, Biennial Conference, University of Glasgow, Glasgow 2011.
  • Delrojo J., The principles of Negotiations, http://www.abcarticledirectory.com/Article/The-Twelve-Basic-Principles-Of-Negotiation---Numbers-7-to-12/31439, 2007.
  • Diržytė A., Verslo psichologija, Vadovėlis, Vilnus 2007.
  • Fisher R., Ury W., Patton B., Getting to Yes: Negotiating Agreement Without Giving In, Second Edition, Penguin Books, New York 1991.
  • Fisher R., Shapiro D., Beyond Reason: using emotions as you negotiate, Viking Penguin, New York 2005.
  • Foster J., 27 Principles of Negotiating with a Meeting Facility, RCM Staff Report, 2003.
  • Goldwich D., Bean effective negotiator, "The New Straits Times", 2009
  • Golenur B.H., Automated Negotiation in Multi-agent based E-business, a doctor thesis, University of Western Sydney, Sydney 2007.
  • Herbst U., Voeth M., Meister C., What do we know about buyer-seller negotiations in marketing research? A status quo analysis, "Industrial Marketing Management", 2011, 40(6), 967-978.
  • Hipel K.W., Hegazy T., Yousefi S., Combined Strategic and Tactical Negotiation Methodology for Resolving Complex Brownfield Conflicts, "Pesquisa Operacional", 2010, Vol. 30, No. 2, pp. 281-304.
  • Holsappl C.W., Lai H., Whinston A.B., Implications of Negotiation Theory for Research and Development of Negotiation Support Systems, Group Decision and Negotiation, Kluwer Academic Publisher, New York 1996.
  • Iragorri A.G., Negotiation in International Relations, "Revista De Derecho", 2003, No. 19.
  • Kersten G.E., Lai H., Negotiation Support and E-negotiation Systems: An Overview, Springer Science and Business Media, B.V., 2007.
  • Knight M.C., Top 7 Quick Principles On Power Negotiating Techniques, http://top7business.com/?Top-7-Quick-Principles-On-Power-Negotiating-Techniques&id=285, 1998.
  • Koseska E., Batkoska L., Arnaudov K., Negotiation Skills - A Factor for Insurance Development in Conditions of a Changeable Surrounding, "Procedia -Social and Behavioral Sciences", 2012, Vol. 44.
  • Lewicki R., Saunders D., Barry B., Minton J., Essentials of Negotiation, McGraw-Hill Companies, New York 2001.
  • Least developed countries in trade negotiations: policy process and information needs, ESCAP, Bangkok 2004, p. 24.
  • Lynch R.P., Negotiations guide, The Warren Company, Providence 2003, p. 22.
  • Mandel J.R., Top 10 Negotiation Tips, http://meetingsnet.com/negotiatingcontracts/top-10-negotiation-tips, 2012.
  • Moore C., Woodrow P., Mapping Cultures-Strategies for Effective Intercultural Negotiations, "Track Two", 1998, Vol. 7, No. 1.
  • Novak K., Hall C., Conflict Negotiation Guidelines, "Policy Toolkit for Strengthening Health Sector Reform", 2000, September.
  • Suvanto S., Negotiating International Business Transactions - A Scandinavian Approach, http://www.dundee.ac.uk/cepmlp/car/html/car7_article19.pdf, 2013.
  • The Unique Selling Proposition: Finding Your "Competitive Edge", "USP Analysis", 1999.
  • Wasfy A. M., Hosni Y. A., Two-Party Negotiation Modeling: An Integrated Fuzzy Logic Approach, Group Decision and Negotiation, Kluwer Academic Publishers, Philadelphia 1998.
Typ dokumentu
Bibliografia
Identyfikatory
Identyfikator YADDA
bwmeta1.element.ekon-element-000171259547

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