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Differences in Negotiation Styles - Results of Research Study

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Kaminski J.
Organization and Management
|
2006
|
issue 3(125)
93-107
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
2

NEGOTIATIONS AMONG MANAGEMENT SCIENCES

100%
Kaminski J.
Optimum. Studia Ekonomiczne
|
2008
|
issue 2(38)
61-74
EN
The article presents arguments for allocating negotiations among management sciences. It indicates why they deserve to be called a sub-discipline of management sciences. The close relation between negotiations and management sciences is supported by the origin of interest in negotiations, that is, the facts that negotiations are concerned with the area of decision-making (which is at the core of management sciences) and that negotiation science is dominated by efficient investigative insight which is typical of management sciences. Unfortunately, negotiation science is still dogged by a rather vague description of its subject of interest. Put simply, it is negotiations regardless of what they refer to, and that is a sweeping statement.
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