Competences and skills training for the European negotiator provided by the Romanian universities

Chirodea, Florentina and Soproni, Luminita (2013): Competences and skills training for the European negotiator provided by the Romanian universities. Published in: Studia Universitatis Babes-Bolyai - Studia Europaea No. 4 (2013): pp. 145-162.

Abstract

Any negotiation involves multiple elements, which, by their dynamics, influence its conduct and outcome: object, context, stake, balance of power, strategy and tactics. Knowledge and effective use of these elements are essential to the success of the negotiator, being largely determined by the negotiator’s innate and acquired skills and abilities. In this context, the learning process is fundamental to the formation and improvement of professional negotiators, capable to meet the challenges of both the global economy and the European multicultural environment. Therefore, in this paper we propose to analyse the extent to which the Romanian higher education system is geared towards the training of negotiators in different areas of work, and to identify what needs to be improved within this system to better respond to the need to form a professional negotiator at European level.

• Item Type: MPRA Paper
• Language: English
• Keywords: negotiation, communication, higher education, Romania
• Subjects: A - General Economics and Teaching > A2 - Economic Education and Teaching of Economics > A23 - Graduate; F - International Economics > F1 - Trade; M - Business Administration and Business Economics ; Marketing ; Accounting ; Personnel Economics > M2 - Business Economics

References

***, (2003), Harvard Business Essentials: Negotiation, Boston: Harvard Business School Press.

Acuff, Frank L., (2008) How to Negotiate Anything with Anyone Anywhere Around the World, New York: AMACOM – American Management Association.

Alfredson, Tanya; Cungu, Azeta, (2008), Negotiation Theory and Practice. A Review of the Literature: FAO Policy Learning Programme,http://www.fao.org/docs/up/easypol/550/4-5_negotiation_background_ paper_179en.pdf, 22 October 2013.

Ciuhureanu, Alina-Teodora, (2012), Competențe și abilități necesare pentru integrarea pe piața muncii, [www.caravanacarierei.bns.ro], 11 noiembrie 2013.

Clasificarea Ocupațiilor din România, (2013), [http://www.rubinian. com/cor_5_ocupatia.php ?id=2432], 10 octombrie 2013.

Dupont, Christophe, (1994), La négociation. Conduite, théorie, applications, Paris: Editions Dalloz.

Elashmawi, Farid, (2001), Competing Globally: Mastering Multicultural Management and Negotiations, Boston: Butterworth Heinemann.

Goldwich, David, (2010), Win-Win Negotiations. Developing the mindset, skills and behaviours of win-win negotiators, Singapore: Marshall Cavendish Business.

Kennedy, Gavin, (2004), Essential Negotiation, London: The Economist.

Kissinger, H. A., (1969), Nuclear Weapons and Foreign Policy, New York: W.W. Norton.

Korobkin, Russell, (2009), Negotiation, Theory and Strategy: Wolters Kluwer.

Lewicki, Roy J.; Hiam, Alexander, (2008), Arta negocierii în afaceri: ghidul pentru încheierea unei afaceri și rezolvarea conflictelor, București: Publica.

National Agency for Higher Education Qualifications and Partnership with the Economic and Social Environment(ACPART), (2008), Cadrul Național al Calificărilor din Învățământul superior, București.

Romanian Government, Order no. 1832/856 from 6 July 2011 on approval of Classification of occupations in Romania – level of occupation (six characters), published in M.O. 561/8 August 2011 [http://www .mmuncii.ro/pub/imagemanager /images/file/Legislatie/ORDINE/O1832-2011.pdf], 12 octombrie 2013.

Romanian Government, H.G. 1352 from 23 December 2010 on approval of the structure of Qualification of occupations in Romania – level base group, according to International standard classification of occupations - ISCO 08, published in M.O. 894 from 30 December 2010, [http://www.mmuncii.ro/pub/imagemanager/images/file/Legislatie/HOTARARI-DEGUVERN/ H1352_2010.pdf], 10 octombrie 2013.

Scott, Bill, (1996), Arta negocierilor, București: Editura Tehnică.

Tieleman, Katia; Buelens, Marc, (2012), Negotiation. Essentials, Leuven, Belgium: Lannoo Campus Publishing House.