Negotiations structures and principles
Article Sidebar
Main Article Content
Abstract
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 porównuje najbardziej znane w literaturze przedmiotu koncepcje.
Downloads
Article Details
The author of the article declares that the submitted article does not infringe the copyrights of third parties. The author agrees to subject the article to the review procedure and to make editorial changes. The author transfers, free of charge, to SGH Publishing House the author's economic rights to the work in the fields of exploitation listed in the Article 50 of the Act of 4 February 1994 on Copyright and Related Rights – provided that the work has been accepted for publication and published.
SGH Publishing House holds economic copyrights to all content of the journal. Placing the text of the article in a repository, on the author's home page or on any other page is allowed as long as it does not involve obtaining economic benefits, and the text will be provided with source information (including the title, year, number and internet address of the journal).
References
2. Brodow E., Ten Tips for Negotiating in 2013, http://www.brodow.com/Articles/NegotiatingTips.html.
3. Dawson R., Secrets of Power Negotiating, [in:] 15th Anniversary Edition: Inside Secrets from a Master Negotiator, Career Press, New York 2010.
4. Dee M., Evaluating European Union leadership in multilateral negotiations. A framework for analysis, EUSA, Biennial Conference, University of Glasgow, Glasgow 2011.
5. Delrojo J., The principles of Negotiations, http://www.abcarticledirectory.com/Article/The-Twelve--Basic-Principles-Of-Negotiation---Numbers-7-to-12/31439, 2007.
6. Diržytė A., Verslo psichologija, Vadovėlis, Vilnus 2007.
7. Fisher R., Ury W., Patton B., Getting to Yes: Negotiating Agreement Without Giving In, Second Edition, Penguin Books, New York 1991.
8. Fisher R., Shapiro D., Beyond Reason: using emotions as you negotiate, Viking Penguin, New York 2005.
9. Foster J., 27 Principles of Negotiating with a Meeting Facility, RCM Staff Report, 2003.
10. Goldwich D., Be an effective negotiator, “The New Straits Times”, 2009.
11. Golenur B.H., Automated Negotiation in Multi-agent based E-business, a doctor thesis, University of Western Sydney, Sydney 2007.
12. 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.
13. 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.
14. 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.
15. Iragorri A.G., Negotiation in International Relations, “Revista De Derecho”, 2003, No. 19.
16. Kersten G.E., Lai H., Negotiation Support and E-negotiation Systems: An Overview, Springer Science and Business Media, B.V., 2007.
17. 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.
18. 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.
19. Lewicki R., Saunders D., Barry B., Minton J., Essentials of Negotiation, McGraw-Hill Companies, New York 2001.
20. Least developed countries in trade negotiations: policy process and information needs, ESCAP, Bangkok 2004, p. 24.
21. Lynch R.P., Negotiations guide, The Warren Company, Providence 2003, p. 22.
22. Mandel J.R., Top 10 Negotiation Tips, http://meetingsnet.com/negotiatingcontracts/top-10-negotiation-tips, 2012.
23. Moore C., Woodrow P., Mapping Cultures-Strategies for Effective Intercultural Negotiations, “TrackTwo”, 1998, Vol. 7, No. 1.
24. Novak K., Hall C., Conflict Negotiation Guidelines, “Policy Toolkit for Strengthening Health Sector Reform”, 2000, September.
25. Suvanto S., Negotiating International Business Transactions – A Scandinavian Approach, http://www.dundee.ac.uk/cepmlp/car/html/car7_article19.pdf, 2013.
26. The Unique Selling Proposition: Finding Your “Competitive Edge”, “USP Analysis”, 1999.
27. Wasfy A.M., Hosni Y.A., Two-Party Negotiation Modeling: An Integrated Fuzzy Logic Approach, Group Decision and Negotiation, Kluwer Academic Publishers, Philadelphia 1998.