Advanced Search
MyIDEAS: Login

Negotiation and management

Contents:

Author Info

  • Ademi, Nermin

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.

Download Info

If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
File URL: http://mpra.ub.uni-muenchen.de/26606/
File Function: original version
Download Restriction: no

Bibliographic Info

Paper provided by University Library of Munich, Germany in its series MPRA Paper with number 26606.

as in new window
Length:
Date of creation: 10 Nov 2010
Date of revision:
Handle: RePEc:pra:mprapa:26606

Contact details of provider:
Postal: Schackstr. 4, D-80539 Munich, Germany
Phone: +49-(0)89-2180-2219
Fax: +49-(0)89-2180-3900
Web page: http://mpra.ub.uni-muenchen.de
More information through EDIRC

Related research

Keywords: negotiation; objectives; assessment; presentation;

Find related papers by JEL classification:

This paper has been announced in the following NEP Reports:

References

No references listed on IDEAS
You can help add them by filling out this form.

Citations

Lists

This item is not listed on Wikipedia, on a reading list or among the top items on IDEAS.

Statistics

Access and download statistics

Corrections

When requesting a correction, please mention this item's handle: RePEc:pra:mprapa:26606. See general information about how to correct material in RePEc.

For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Ekkehart Schlicht).

If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

If references are entirely missing, you can add them using this form.

If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.

If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.

Please note that corrections may take a couple of weeks to filter through the various RePEc services.