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The influence of need for closure on expectations about and outcomes of negotiations

100%
Pietrzak J., Jochemczyk Ł., Serbin P., Kuśka M.
Polish Psychological Bulletin
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2014
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vol. 45
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issue 3
286-295
EN
Need for closure is a construct that describes a motivational tendency to quickly select and prioritize information in the environment. Such tendencies can affect the process of negotiations, and so the quality of their outcome. The rigidity that accompanies high need for closure can lead to less openness to proposals that benefit one’s partner, and to solutions that are less optimal. We conducted a study in which 34 pairs of individuals negotiated. Pairs were matched in terms of need for closure (high vs. low) and gender. We found that need for closure affected subjective evaluations of certain aspects of the negotiation process. Participants with low need for closure were more likely to indicate that they and their partners sought win-win solutions during the negotiation. This led to a greater sense of process fairness for the negotiation. These results can be taken into consideration when teaching negotiations, and when planning real-life negotiations.
2
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The Role of Cultural Diversity in Business Communication Contacts

88%
Wilczewski M.
Lingwistyka Stosowana / Applied Linguistics / Angewandte Linguistik
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2015
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issue 13
86-102
EN
This paper discusses the involvement of cultural factors in the process of effective intercultural communication in a business environment. In order to do so, I shall discuss the basic issues concerning culture as a pattern of interactional behaviors, investigating intercultural communication practices as a means to reveal such patterns, communication as a process of activating cultural meanings, intercultural communication in the context of multinational management, and its challenges, strategies and significance for negotiation and decision-making processes. Moreover, the results of my research into the interconnection between belonging to a specific cultural background and respecting cultural values of co-workers and managers’ attitudes towards cultural diversity at work will be shown.
3
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THE REFERENCE POINT METHOD APPLIED TO DECISION SELECTION IN THE PROCESS OF BILATERAL NEGOTIATIONS

88%
Łodziński A.
Metody Ilościowe w Badaniach Ekonomicznych
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2014
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vol. 15
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issue 2
144-156
EN
The paper presents a method of supporting the decision selection in the process of bilateral negotiations. The negotiation process is modeled as using a multi-criteria optimization. The method of finding solutions is the interactive selection process of some proposals. The parties shall submit their proposals to the subjects of the negotiations. These proposals are parameters of the multi-criteria optimization tasks. Selection of solutions is accomplished by solving the optimization task with parameters that define the aspirations of each party involved in the negotiations. Finally, evaluation of the solutions obtained by the parties is done.
4

Dobór technik prowadzenia negocjacji

63%
Kozina A.
Zeszyty Naukowe Uniwersytetu Ekonomicznego w Krakowie
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2015
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issue 8(944)
31-44
PL
Celem opracowania jest scharakteryzowanie technik negocjacyjnych oraz przedstawienie propozycji rozwiązania problemu ich doboru w procesie planowania negocjacji zarówno z perspektywy teoretycznej, jak i dla konkretnej sytuacji negocjacyjnej. Rozważane techniki są stosowane w fazie prowadzenia negocjacji. W procesie ich planowania wskazane jest wstępne rozważenie zestawu tego rodzaju technik jako szczegółowych narzędzi możliwych do wykorzystania w przypadku prowadzenia negocjacji. W artykule omówiono interpretację technik negocjacyjnych oraz ich typologię opartą na odpowiednich założeniach, a w szczególności kryteriach typologicznych. Następnie scharakteryzowano problem doboru tych technik w procesie planowania negocjacji. Zaprezentowano także studium przypadku dotyczące negocjacji inwestycyjnych pomiędzy dwoma firmami budowlanymi. Wskazano strategię prowadzenia negocjacji dla jednej ze stron oraz wybrano argumenty i techniki negocjacyjne umożliwiające wdrożenie tej strategii. W zakończeniu artykułu wskazano kierunki dalszych badań nad technikami negocjacyjnymi.
EN
The objective of the paper is to characterise negation techniques and to suggest the solution to the problem of selecting them within the negotiations planning process, either from a theoretical perspective or for particular negotiations situations. Although the techniques considered are used in the negotiation conducting phase within the process of their planning it is recommended that they be initially considered as specific tools to be applied in particular negotiations. The second part of the paper interprets and classifies negotiation techniques, based on relevant assumptions, in particular typological criteria. The selection of such techniques in negotiations planning is characterised and a case study on investment negotiations between two construction companies is presented. After describing the parties to and the scope and objectives of those negotiations, one party’s strategy was discussed along with the arguments and negotiation techniques that enabled them to implement their strategy. The final section of the paper looks at the directions for future research on negotiation techniques.
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