Differences in Negotiation Styles - Results of Research Study

• Authors: Kaminski J.
• Languages of publication: PL

Abstracts

EN

The paper focuses on the results of research study that indicates differences in negotiation styles in the purchasing and supply chains. The survey tool was a questionnaire prepared on the basis of 'dual concern model' by D. G. Pruitt and J. Z. Rubin. The results indicate that most frequently used styles are collaboration (integration) and competition (domination). The research allows to describe differences in negotiations styles due to firm profile and personal features of negotiators

Keywords

EN

NEGOTIATION STYLES

Discipline

• ECONOMICS: ECONOMICS

• Publisher: Komitet Nauk Organizacji i Zarządzania PAN, Kolegium Zarządzania i Finansów SGH
• Journal: Organization and Management
• Year: 2006
• Issue: 3(125)
• Pages: 93-107
• Document type: ARTICLE

Contributors

author

Kaminski J.

• J. Kaminski, Uniwersytet w Bialymstoku, Wydzial Ekonomiczny, ul. Warszawska 63, 15-062 Bialystok, Poland

Identifiers

CEJSH db identifier

06PLAAAA01733747