Pasovska, Silvana and Miceski, Trajko (2018) RULES REFERENCE AS A FACTOR FOR BUSINESS SUCCESS. In: 9 Megunarodna konferencija Slavjanski univerzitet Sv Nikole 2018. (In Press)

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Negotiation is a communication process of mutual conversation, understanding and negotiating for certain problems that are set as an object. It is an interactive process of communication that usually happens to achieve a common goal. Negotiation occurs as a communication-analytical process in which negotiators are in a relationship of interdependence and influence the negotiation results. Basic characteristics that are common to a negotiating process are the existence of two or more negotiating parties, the existence of common topics to be negotiated, a point of resistance, a relationship of interdependence, etc. The success of the negotiations depends on properly defined strategies and tactics. Using wrong strategies and tactics will lead to poor results in the negotiation process itself. Adjustment, avoidance or compromise can be appropriate strategies. Good negotiators are able to recognize such a situation and apply appropriate strategies and tactics.

Item Type: Conference or Workshop Item (Paper)
Uncontrolled Keywords: communication, interactive process, partners, business strategies, business conflicts, compromise.
Subjects: Scientific Fields (Frascati) > Social Sciences > Economics and Business
Divisions: Scientific Tobacco Institute
Depositing User: Ms Biljana Jordanoska
Date Deposited: 18 Oct 2018 11:53
Last Modified: 18 Oct 2018 11:53

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