Formułowanie wariantów rozwiązań w negocjacjach w przedsiębiorstwie (koncepcja metodyczna i studium przypadku)
Creating alternatives in business negotiations (methodological framework & case study)
Author(s): Andrzej KozinaSubject(s): Economy
Published by: Wydawnictwo Uniwersytetu Ekonomicznego we Wrocławiu
Keywords: business negotiations; negotiations planning process; formulating alternatives in negotiations
Summary/Abstract: The objective of the paper is to present the method of alternatives analysis in business negotiations. Firstly, various interpretations of such negotiations are described.Then theoretical and methodological assumptions of alternatives analysis in negotiations are characterized (the process and particular tools). Finally in the last part of the paper a case study is presented , concerning the creation and analysis of alternatives in investment negotiations between two building companies.
Journal: Nauki o Zarzadzaniu
- Issue Year: 2014
- Issue No: 18
- Page Range: 23-37
- Page Count: 15
- Language: Polish