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  1. 1 Studia Ekonomiczne

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  1. 1 Sabo A.

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  1. 1 2013

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

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Sabo A.
Studia Ekonomiczne
|
2013
|
vol. 138
109-140
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.
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