PL EN


2009 | 4 | 3(11) | 133-143
Article title

Sekret zmarnowanego czasu – dynamika budowania współdzielonej rzeczywistości w negocjacjach

Title variants
EN
THE SECRET OF WASTED TIME: DYNAMICS OF CREATING SHARED REALITY DURING THE NEGOTIATION PROCESS
Languages of publication
PL
Abstracts
EN
It is considered that during the last 20 percent of the negotiation process participants make as much as 80 percent of all concessions, whereas during the first 20 percent of the negotiation time they are wasting their time. We conducted analyses of the processes of negotiations of 19 negotiation role-playing games. The analyses were conducted on the basis of the Dynamical Negotiation Network (DNN) model. The results prove that during the early stages of a negotiation important processes take place, which influence the final outcome of the negotiation.
Year
Volume
4
Issue
Pages
133-143
Physical description
Contributors
author
  • Instytut Studiów Społecznych, Uniwersytet Warszawski, ul. Stawki 5/7, 00-183 Warszawa, Poland
References
Document Type
Publication order reference
Identifiers
YADDA identifier
bwmeta1.element.desklight-d6cf9f94-36ca-467d-aea9-f42a5e7e8eb9
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