Поведенските капани в деловите преговори: ако можете да ги назовете, ще можете да ги контролирате
Behavioural Pitfalls in Business Negotiations: If You Can Name Them, You Can Control Them

Author(s): Antoaneta Daneshka
Subject(s): Economy, Business Economy / Management, Business Ethics, Socio-Economic Research
Published by: Университет за национално и световно стопанство (УНСС)
Keywords: international business; negotiations; behavioural approach
Summary/Abstract: The technology of international business operations is a major object of international business. It can be standardized and replicated. However, the soul of international business is business communication, including business negotiations. It is not uncommon for business negotiation skills to be the critical factor for competitiveness in international business. And here the question arises, what is effective business behavior in negotiations? Also, what are the possibilities for effective negotiation in the conditions of bounded rationality of the individual and uncertainty in the environment? The report draws attention to the need to combine the rational approach with the heuristic approach to negotiations. The focus of the study are some of the systematic deviations from the prescriptions of normative models in the negotiation process, also known as ‘behavioral traps’. The methods of literature review, laboratory experiment, analysis and synthesis are applied.

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