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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.

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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.

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