Gruevski, Dragan and Cvetkovska, Mirjana INTERACTIVE – CONTEXTUAL AND SITUATIONAL DETERMINATION OF THE BUSINESS NEGOTIATIONS. In: GLOBAL BUSINESS RESEARCH SYMPOSIUM, June 13, 2012, St. John’s University, via Marcantonio Colonna, 21, Rome, Italy. (Unpublished)
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Abstract
The research is focused on the issue regarding the impact of the situational factors over the
quality of the negotiation process. Such determination of the problem suggests its
predominantly explorative character related with the questions: What is the influence of the
situational factors? What are the important features of that relationship? What is the
interaction of the situational with other factors in real negotiation situations? etc.
The problem - analytical framework of the research is structured by the example of the
researches that are conducted to determine the predictive power of the situational factors in
the area of another interactive phenomenon - the phenomenon of leadership, whereas is
advocated the research logic to go with primary determination of the situation constituents of
each negotiation process: a) the negotiators and their personal characteristics; b) the
conditions of the surrounding in which is negotiating, followed by the observations of their
relationship in the interaction - the specificity of the situation, directly recorded, by
observation of real negotiation processes between the real negotiators (businessmen in
Republic of Macedonia).
Given the nature of this report and in order to particularly emphasize the rationale for the
theoretical justification of the methodological approach that attempts to combine some of the
contemporary theoretical procedures in the area of the conflicts and the transactional analysis,
it will present only a few observation protocols of real situations from which can be drawn
conclusions about its pliability as a basis for similar researches of this important part of the
business, which, at least in our country, is unjustly neglected.
Key words: business negotiations, business communication, transactional analysis
| Item Type: | Conference or Workshop Item (Paper) |
|---|---|
| Subjects: | Scientific Fields (Frascati) > Social Sciences > Economics and Business Scientific Fields (Frascati) > Social Sciences > Other social sciences |
| Divisions: | Faculty of Information and Communication Technologies |
| Depositing User: | Prof. d-r. Dragan Gruevski |
| Date Deposited: | 19 Apr 2023 11:12 |
| Last Modified: | 19 Apr 2023 11:12 |
| URI: | https://eprints.uklo.edu.mk/id/eprint/7992 |
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