DETERMINANTY SKUTECZNYCH NEGOCJACJI BIZNESOWYCH
FACTORS OF EFFECTIVE BUSINESS NEGOTIATIONS

Summary/Abstract: The paper attempts to present some determinants of economic negotiations effectiveness. Negotiations are a challenge and are often seen as the difficult art in a pure qualitative dimension. It is worth, however, trying to systematize the conditions that favor the negotiation process success, such as the ability to build a range of negotiation spectrum, prioritizing negotiating objectives, identifying partners' negotiating positions, elaborating alternative solutions or selecting the necessary information. Considerations are intentionally focused on negotiations preparation phase, focusing on the identification of the tasks that have been completed for the proper preparation for negotiations.

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