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The Role of the Negotiation in Management and the Results of an Organization. The Formation of the Team of Negotiation, Features, Guidance

Author

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  • Rada-Florina HAHN

    () (Technical University of Cluj-Napoca, Romania)

Abstract

In the management of economic, the negotiation process, as in any field of major importance micro and macroeconomic binder of the existence of the organization of the functions of management, with customers and with the results of the (the effects) that are obtained in the developments, in time. The latter, balances times maximizes the position, the financial power, the image, not only of the organization, as well as of the contribution by the value added tax, along with other organizations from an economic branch, at improving the standard of living, through the indicator "national heritage" (GDP). With regard to the negotiation process, relevant, are features and principles, worthy to be known and followed closely, depending on the subject to negotiation: price, quality, quantity, etc., as the organization is dynamic, the environment is dynamic and exposed several changes, techniques and applied quadrants are varied. The negotiation of the managerial, carried out in a professional manner, will be carried out on the basis of the knowledge that takes place, face-to-face, negotiating partner, starts with a series of elements in respect of the subject matter of the negotiated, which it shall communicate to the other, that there is a type of styles of negotiating as psychological aspects and those of communication are extremely relevant, practical. Must be knows what is not the negotiation, by what steps it is important to pass, what other options can be discerned when the end of the process is a failure. The formation of the team of special negotiating body, it is also a stage-pillar, the finalisation of the positive terminal of the negotiation process, depending on this. The article also contains an example of the necessary capabilitiesto those who are selected for a negotiation process.

Suggested Citation

  • Rada-Florina HAHN, 2017. "The Role of the Negotiation in Management and the Results of an Organization. The Formation of the Team of Negotiation, Features, Guidance," North Economic Review, Technical University of Cluj Napoca, Department of Economics and Physics, vol. 1(1), pages 255-263, October.
  • Handle: RePEc:clj:noecrw:v:1:y:2017:i:1:p:255-263
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    Keywords

    negotiation; management; negotiating team; economic effects;

    JEL classification:

    • M1 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration
    • M19 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Other

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