Munich Personal RePEc Archive

Negotiation and management

Ademi, Nermin (2010): Negotiation and management.

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Abstract

Negotiations are a means of how to solve conflicts and differences through direct communication. It is a structured process through which parties overcome their differences and conflicts trying to reach an agreement about which solution will be acceptable to all. The basic meaning of negotiations is to obtain what you want from others. In this work the principal aspects of negotiations are being discussed, as one of the key business processes and an essential source of competitive advantage. The work attempts to show how one should behave in negotiations, the manner of acting of both opposing parties, in order to achieve the negotiation objectives. In addition, we shall see to get more closely acquainted with the negotiation skills, how to mutually negotiate and to help understand what happens when it comes to more complex situations than those with which every one of us is faced. In the beginning we shall demonstrate the very concept of negotiations and we shall point to how one ought to prepare oneself for them and how to set the objectives. The assessment of the expression of standpoints, their presentation as well as reconciling the divergent positions are the principal segments on which this work rests.

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