PL EN


2013 | 138 | 109-140
Article title

Cechy demograficzne i społeczne negocjatorów a ich wpływ na wynik i przebieg negocjacji

Authors
Content
Title variants
EN
Demographic and Social Characteristics of Negotiators and Their Impact on the Outcome of Negotiations. Dynamics of Negotiations, the Passage of Time, Consequences for Offers and Results
Languages of publication
PL
Abstracts
EN
Negotiation is a process of mutual exploration satisfactory solution involved in the conflict. The paper presents the results of negotiation experience, formed the basis of the negotiations conducted an experiment in 2009 between several groups of students, living in different continents. Participants were subjected to attempt to carry out negotiations within a certain timeframe, using training INSPIRE decision support system. This paper presents the verification of the assumed hypotheses and their impact on the achieved results, taking into account various social and demographic characteristics, determining human behavior. Conducted an empirical study of factors contribute to the largely unexpected results that could be the basis for and stimulus to further research and observation in the field of negotiation and study human behavior in particular conditions, where each player has conflicting objectives against each other.
Year
Volume
138
Pages
109-140
Physical description
Contributors
References
  • Birkenbihl V.F. (1997): Komunikacja werbalna: psychologia prowadzenia negocjacji. Astrum, Wrocław.
  • Gesteland R. (2000): Różnice kulturowe a zachowania w biznesie. Wydawnictwo Naukowe PWN, Warszawa.
  • Kersten G., Kersten M. (1998): Komputerowe wspomaganie i badanie procesów negocjacyjnych. "Zagadnienia naukoznawstwa", nr 2.
  • Mastenbroek W. (1996): Negocjowanie. Wydawnictwo Naukowe PWN, Warszawa.
  • Nęcki Z. (1995): Negocjacje w biznesie. Wydawnictwo Profesjonalnej Szkoły Biznesu, Kraków.
  • Sobczyk M. (2000): Statystyka. Podstawy teoretyczne, przykłady, zadania. Wydawnictwo UMCS, Lublin.
  • Rządca R., Wujec P. (1998): Negocjacje. PWE, Warszawa.
  • Zbiegień-Maciąg L. (1997): Negocjowanie i negocjacje - sposób na konflikty. Centrum Kierowania Liderów, Warszawa.
Document Type
Publication order reference
Identifiers
ISSN
2083-8611
YADDA identifier
bwmeta1.element.desklight-c78ba91f-95bf-4480-9c93-b49c4c454eae
JavaScript is turned off in your web browser. Turn it on to take full advantage of this site, then refresh the page.