Pasovska, Silvana and Miceski, Trajko (2018) Rules reference as a factor for business success. In: 9-th International scientific conference International dialogue East West 2018, 20-21 Apr 2018, Sveti Nikole, Macedonia.
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Abstract
Negotiation is a communication process of mutual conversation, understanding
and negotiating for certain problems that are set as an object. It is an interactive
process of communication that usually happens to achieve a common goal.
Negotiation occurs as a communication-analytical process in which negotiators are in
a relationship of interdependence and influence the negotiation results.
Basic characteristics that are common to a negotiating process are the existence
of two or more negotiating parties, the existence of common topics to be negotiated,
a point of resistance, a relationship of interdependence, etc. The success of the negotiations
depends on properly defined strategies and tactics. Using wrong strategies
and tactics will lead to poor results in the negotiation process itself.
Adjustment, avoidance or compromise can be appropriate strategies. Good negotiators
are able to recognize such a situation and apply appropriate strategies and
tactics.
Keywords: communication, interactive process, partners, business strategies,
business conflicts, compromise.
| Item Type: | Conference or Workshop Item (Paper) |
|---|---|
| Subjects: | Social Sciences > Economics and business |
| Divisions: | Faculty of Agriculture |
| Depositing User: | Silvana Pasovska |
| Date Deposited: | 02 Nov 2018 12:26 |
| Last Modified: | 02 Nov 2018 12:26 |
| URI: | https://eprints.ugd.edu.mk/id/eprint/20730 |
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