Pracownicy instytucji kultury vs. świat biznesu. Zasady prowadzenia negocjacji z trudnymi partnerami
Employees of cultural institutions versus the business world. Business negotiations with difficult partners

Summary/Abstract: The aim of this paper is to analyze factors determining effective negotiations from the perspective of employees of cultural institutions. The paper presents the results of the research conducted in the years 2007–2014 in collaboration with NCK. The participants of workshops, post-graduate studies and trainings (who were representatives of culture institutions) were asked to name significant problems that occurred during their regular business negotiations. The most often mentioned challenge was facing an asymmetrical relation which they claimed to be part of. The participants stated that an unequal distribution of power influenced almost each of their actions, so it led them to failure. They believed that negotiations with a cultural event sponsor were win-lose situations in which they were usually the losers. They considered almost each representative of a business world as a hard negotiator. The article analyzes these problems and points out some areas for improving the approach of culture institutions employees as well as suggests some directions for the development of bargaining skills.

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