Characteristics of Successful Procurement Negotiators
Characteristics of Successful Procurement Negotiators
Author(s): Izabela CichoszSubject(s): Business Economy / Management
Published by: Społeczna Akademia Nauk
Keywords: procurement negotiation; traits,;purchasing
Summary/Abstract: The process of negotiation involves several psychological aspects and for the last 30 years, scholars have tried to increase the knowledge about the underlying processes [Chmielecki 2010]. They have focused mainly on cognitive skills, motivation, confidence, and the power to influence and communicate directly. This paper aims at exploring characteristics of procurement negotiators. The paper presents results of IDI interviews.
Journal: Przedsiębiorczość i Zarządzanie
- Issue Year: 17/2016
- Issue No: 3.2
- Page Range: 223-229
- Page Count: 7
- Language: English