Ocena kompetencji negocjacyjnych (model teoretyczny i studium przypadku)
The evaluation of negotiation competences (theoretical model and case study)

Summary/Abstract: Human resources constitute one of the key aspects of negotiation processes in a company. Appropriate and high competences of employees performing those processes determine their effectiveness. In the literature on negotiations the lack of methodological concepts of evaluating such competences may be observed. Therefore the objective of the paper is to describe such a concept, elaborated by the author and based on universal evaluation framework. The considered competences were described by including the evaluation criteria within two dimensions: general one, reflecting negotiation potential as well as situational one, considering the features of particular negotiations. The third dimension was also added, reflecting the way of displaying those competences and facilitating the measurement of general competences. The case study on the application of presented concept within contract negotiations in computer sector was included as well.

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