BUSINESS NEGOTIATION PROCESS: STRUCTURE, PARAMETERS AND PRINCIPLES
Journal Title: VADYBA - Year 2013, Vol 23, Issue 2
Abstract
This article analyzed the structure of the negotiations, negotiation parameters and principles. In special literature is mentioned many the negotiations models, in this work the author presents a typology of the negotiations models (electronic, verbal, and mathematical models of the negotiations). Modeling of the negotiations should encompass key negotiation parameters and the negotiations should be based on the main principles. Missed relevant elements may have major sanctions for negotiations results. This article carried out the global scientific literature analysis of the principles of business negotiations and made their comparison. Also, the work investigated the structure of business negotiations and there is submitted negotiation models classification. In the conclusions the author provides suggestions for further negotiations research.
Authors and Affiliations
Kęstutis PELECKIS
Keywords
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