Relevant bibliographies by topics / Negotiation skills

Contents

  1. Journal articles
  2. Dissertations / Theses
  3. Books
  4. Book chapters
  5. Conference papers
  6. Reports

Academic literature on the topic 'Negotiation skills'

Author: Grafiati
Published: 4 June 2021
Last updated: 31 May 2022

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Journal articles on the topic "Negotiation skills"

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Sharaf al-Qudah, Muhammad, Akram Muhammad Nemrawi, and Faisal Ahmad Shah. "Negotiation Skills in the Sunnah: A Case Study on Hudaibiyah Peace Negotiationمهارات التفاوض في السنة النبوية: صلح الحديبية نموذجاً." Al-Bayān – Journal of Qurʾān and Ḥadīth Studies 12, no. 2 (February 20, 2014): 165–94. http://dx.doi.org/10.1163/22321969-12340012.

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This article deals with the issue of negotiation skills in the Sunnah which adopted Hudaibiyah peace negotiation as a case study where it manifested many negotiating skills. Through this research, many skills has been developed, highlighted and linked to the theories of modern negotiation management. This research began with discussing about the meaning of negotiation skills, the elements of the main negotiating, skills related to negotiator behavior, steps and different stages of negotiation, and application of these skills in the peace negotiation. The findings of this research proved the mastery of the Prophet Muhammad, peace be upon him in negotiating skills that led to the success of the peace negotiation. This remarkable peace negotiation honoured Muslims space in the propagation of Islam which also called as landslide conquest. The skills and negotiating tactics adopted by the Prophet Muhammad, peace be upon him now taught in the books of management science in general, and the books of negotiation in particular.
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Perkov, Davor, and Dinko Primorac. "Business Negotiation as a Crucial Component of Sales." International Journal of Innovation and Economic Development 2, no. 4 (2015): 48–57. http://dx.doi.org/10.18775/ijied.1849-7551-7020.2015.24.2005.

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Negotiation is a controlled communication process that resolves the conflict of interest of two or more negotiating parties (when each party can block the achievement of the objective of the other side). The key to negotiating effectively is to know how much to offer in which moment and know where and how to draw the line of what we are prepared to accept. Negotiation theory in some segments differs from the negotiation in sales. The purpose of the paper was to point out the specific potentials, problems, dynamics and importance of negotiation as a crucial component of sales. The main hypothesis of the paper is that many companies today leave negotiation function outside of standardization in the business processes. It will be clarified what are the contents of negotiating function, how it affects development and how to acquire negotiating skills best in the sales process. The aim is to draw attention to dimensions that preparation process has when leading the course of negotiations to accomplish desired sales goals. Primary research has been conducted on the sample of fifty (N=50) respondents from different Croatian companies. The findings indicate that Croatian employees are not prepared quite adequately for the process of negotiation and that they are not improving their negotiation skills.
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Trace, Karen. "The Art of Skilful Negotiating." Alberta Law Review 34, no. 1 (October 1, 1995): 34. http://dx.doi.org/10.29173/alr1099.

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This article is a comprehensive outline of the rationale behind and the skills involved in alternative dispute resolution. A discussion on the nature of conflict leads to the submission that convergent negotiation is a more efficient means of settling disputes, as opposed to the divergent negotiations that are typified by conventional adversarial negotiation. This is followed by a discussion of the various theories on negotiations. The processes and rationale involved in interest based negotiations are then reviewed. A condition precedent to the process is to get the parties to realize that they have a common problem that must be solved collectively, and not that one party must "win" at the expense of the other. The key skills and attributes of a successful interest-based negotiator are outlined: the negotiator must focus on the problem, use appropriate communication techniques, set the tone for mutual gain, prepare properly for negotiations and practice frequent self-evaluation. The article concludes with a complete framework designed to lead to successful negotiations.
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Gates, Steve. "Time to take negotiation seriously." Industrial and Commercial Training 38, no. 5 (August 1, 2006): 238–41. http://dx.doi.org/10.1108/00197850610677689.

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PurposeThe aim of this paper is to provide an overview of the skills needed for successful negotiations. It seeks to identify the benefits of training key staff in negotiations skills, including the difference it can make to a company's bottom line. It also aims to look at the risks to business of not developing these skills.Design/methodology/approachThe paper uses a mixture of case studies, examples, quotes and opinion.FindingsThe paper finds that only 5 per cent of the UK's training budget is spent on negotiations skills development. However, developing negotiation skills makes a significant difference to the performance of all staff, both in internal and external negotiations. Many big companies now appreciate the value of negotiation skills development and are leading the way in developing all staff in this way.Practical implicationsAll businesses should think about investing in negotiation skills development. Otherwise they are at risk of costing their company a significant margin.Originality/valueThis paper looks for the first time at the skills gap in UK businesses in terms of negotiation skills development. It will be of value to anyone involved in internal and external negotiations, including sales and buying teams, Human Resources staff and senior managers and directors. It will be of value in helping them decide how to make the best use of training.
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Jaskólska, Agata. "Business Negotiations with Special Emphasis on Preparation Phase." Kwartalnik Ekonomistów i Menedżerów 40, no. 2 (April 1, 2016): 65–80. http://dx.doi.org/10.5604/01.3001.0009.4499.

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The aim of this article is to describe the negotiation process including the preparation phase. The article is based on conclusions and thoughts drawn from the research which has been conducted by the author for a few years. As an experienced negotiator and the president of the National Negotiators Association the author knows from autopsy that the initial phase is often underestimated, although its influence on the outcome of negotiations is crucial. The research allowed the author to briefly present arrangements and the authorial negotiation model. The article may be of interest to managers who very often have to negotiate different agreements and contracts and whose negotiating skills constitute essential part of their competence portfolio. Such competences are required from many specialists, particularly those involved in commerce.
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Singh, Bhupinder. "Blueprint for Effective Trade Negotiations." Vikalpa: The Journal for Decision Makers 12, no. 1 (January 1987): 13–20. http://dx.doi.org/10.1177/0256090919870103.

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Negotiations are so common in business that managers often fail to recognize the elements of negotiations in their processes of interaction. The development of the necessary negotiation skills among managers is also neglected. In the USA and other advanced countries, academics actively study negotiations as an art and a science. Managers take training programmes to improve their negotiating skills. In this article, Bhupindar Singh, based on his study and extensive experience in both the public and private sectors, provides a blueprint for effective trade negotiations. He illustrates the concepts and tactics from actual cases.
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Kovalchuk, A. "Peculiarities of negotiating by a barrister during reconciliation within pre-trial investigation." Herald of criminal justice, no. 4 (2019): 147–53. http://dx.doi.org/10.17721/2413-5372.2019.4/147-153.

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So far, the current legislation provides the parties of the criminal proceedings for the right of reconciliation. Moreover, the Criminal and Criminal Procedure Codes provide for grounds, participants, stages of the reconciliation process. Nevertheless, the most crucial point for attainment of peace between the parties are direct negotiations of the victim and suspected person or defendant. It is logical that legislator doesn’t set limits and make recommendations upon negotiating process. The purpose of the article is to identify the main stages of negotiation with a view to reconciling the suspect and the victim in the pre-trial investigation and outlining known negotiation techniques that may be helpful to the lawyer in the process of communication between the parties in the context of reconciliation. It is stated, that the barrister is an irreplaceable member of the negotiating process during reconciliation within criminal proceedings. He can not only legally qualify the parties` interests, but also, based on his own experience and scientific awareness, can help achieve effective results of the negotiations. Meanwhile, the author justifies the necessity of additional awareness of the barrister with respect to negotiating and psychology aimed at speeding up of negotiations and establish contact with each party and between the parties. It is determined that the knowledge of classical communication techniques and the research of new communication techniques will increase the level of negotiation efficiency and, as a consequence, the successful resolution of conflicts. Given that reconciliation negotiations are often considered successful when satisfy the interests of all parties, development of communication skills based on the above mentioned techniques will help to reach consensus. The author seeks to analysis of the familiar negotiating techniques and making predictions about the implementation of theories within criminal procedural practice as well as illustration of the causal link between the lawyer's negotiating skills and the parties' possible reactions. The stage of the negotiation process is illustrated, taking into account the following categories: personal characteristics of the parties, the preparatory process, tactics and techniques of communication and feedback of the parties.
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Ashcroft, Stephen. "Commercial negotiation skills." Industrial and Commercial Training 36, no. 6 (October 2004): 229–33. http://dx.doi.org/10.1108/00197850410556658.

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Phillips, Janet Favero. "Predicting negotiation skills." Journal of Business and Psychology 7, no. 4 (1993): 403–11. http://dx.doi.org/10.1007/bf01013754.

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Clay-Williams, Robyn, Andrew Johnson, Paul Lane, Zhicheng Li, Lauren Camilleri, Teresa Winata, and Michael Klug. "Collaboration in a competitive healthcare system: negotiation 101 for clinicians." Journal of Health Organization and Management 32, no. 2 (April 9, 2018): 263–78. http://dx.doi.org/10.1108/jhom-12-2017-0333.

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Purpose The purpose of this paper is to evaluate the effectiveness of negotiation training delivered to senior clinicians, managers and executives, by exploring whether staff members implemented negotiation skills in their workplace following the training, and if so, how and when. Design/methodology/approach This is a qualitative study involving face-to-face interviews with 18 senior clinicians, managers and executives who completed a two-day intensive negotiation skills training course. Interviews were transcribed verbatim, and inductive interpretive analysis techniques were used to identify common themes. Research setting was a large tertiary care hospital and health service in regional Australia. Findings Participants generally reported positive affective and utility reactions to the training, and attempted to implement at least some of the skills in the workplace. The main enabler was provision of a Negotiation Toolkit to assist in preparing and conducting negotiations. The main barrier was lack of time to reflect on the principles and prepare for upcoming negotiations. Participants reported that ongoing skill development and retention were not adequately addressed; suggestions for improving sustainability included provision of refresher training and mentoring. Research limitations/implications Limitations include self-reported data, and interview questions positively elicited examples of training translation. Practical implications The training was well matched to participant needs, with negotiation a common and daily activity for most healthcare professionals. Implementation of the skills showed potential for improving collaboration and problem solving in the workplace. Practical examples of how the skills were used in the workplace are provided. Originality/value To the authors’ knowledge, this is the first international study aimed at evaluating the effectiveness of an integrative bargaining negotiation training program targeting executives, senior clinicians and management staff in a large healthcare organization.
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Dissertations / Theses on the topic "Negotiation skills"

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Shaw, Jerie. "The Effectiveness of Negotiation Skills Training in Advancing the Status of Women in Male Dominated Fields: An Evaluation of CWSE-ON's Negotiation Skills Training Workshop." Thesis, Université d'Ottawa / University of Ottawa, 2014. http://hdl.handle.net/10393/31853.

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Gender equality has been linked to several positive organizational outcomes, including improved overall organizational performance (Dezsö & Ross, 2012). Yet, several fields in Canada, such as technology and engineering, remain male-dominated (Statistics Canada, 2009). Men and women communicate differently, and women's communication styles are sometimes perceived as weak, particularly in male-dominated fields (Carli, 2001). Women's preference for a more communal communication style also manifests in negotiations: women are less likely to negotiate, and when they do negotiate they are less direct and ask for less than men do (Babcock & Laschever, 2003). In order to help women develop the skills they require to advance their status in male-dominated fields, the NSERC Chair for Women in Science and Engineering delivered five negotiation skills training workshops for women in science, technology, engineering and mathematics (STEM) in Ontario. This thesis evaluates this training program using Kirkpatrick and Kirkpatrick's (2006) four-level training evaluation model, with questionnaires and qualitative semi-structured follow-up interviews as the main data collection methods. Ultimately, the thesis concluded that CWSE-ON was successful in creating a training program that produced positive results at multiple levels of the Kirkpatrick model. The program was particularly effective at encouraging participants to transfer their new skills back to the workplace and actually change their negotiation behaviours. The implications of these findings for training professionals is explored in depth.
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Boon, Andrew. "Legal professionalism : ethics, practice and legal education." Thesis, University of Westminster, 1999. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.322990.

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Sebetlele, Sewagodimo Amos. "Negotiation with teachers as a managerial task of the school principal / Sewagodimo Amos Sebetlele." Thesis, North-West University, 2005. http://hdl.handle.net/10394/845.

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The study focuses on the use of negotiation skills as a managerial task of the school principal in order to reduce conflicts between teachers and between teachers and themselves, so as to enhance a good working interpersonal relationship between them. This will lead to the building of trust, professional development and success. The purpose of this study was to determine through a literature study and empirical investigation, the nature of negotiation in schools and the skills used by principals when negotiating with teachers. The empirical investigation determined the skills used the most and least by principals when negotiating with teachers. Chapter 1 covered the statement of the problem, aims and methods to be used to obtain an overview of the nature of negotiation. This chapter also covers the empirical investigation which includes the questionnaire, population and sample, the statistical techniques. This chapter further covers the arrangement of chapters. Chapter 2 emphasises the nature of negotiation in general and in schools. The definition of negotiation and the concepts closely related to it are given in this chapter. The significance of negotiation and the negotiation principles are explained. The process of negotiation with its three phases, are discussed, approaches to negotiation are explained and common mistakes that occur during negotiation are highlighted. Mention is also made of the attitude principals have towards the use of negotiation in schools, as well is the effects that negotiations have on school performance. The context and skills needed in successful negotiation are discussed in chapter 3. With regard to the context of negotiation, the climate, negotiating for common ground, the characteristics of good agreement and the elements of negotiation are covered. With regard to skills needed in successful negotiation, listening, empathy, space, timing and persuasion are discussed. In chapter 4 the empirical research design, administrative procedures, population and sampling as well as statistical techniques are discussed. The completed and questionnaires returned by respondents are empirically analysed and interpreted. The practical significance (effect size) of differences between biographical data and the different negotiation factors is done to determine if the differences are large enough to have an effect in practice. In chapter 5 the summary of all the chapters is done as well as the findings 60m the research and the recommendations. Of all the negotiation skills discussed, it is evident that empathy is a skill that is mostly used by principals, followed by persuasion and the process of negotiation. The skill that is used least by school principals and that is also recommended as a topic for further research, is space. Recommendations of this study emphasize the importance of workshops and or in-service training for principals on the use of negotiation skills.
Thesis (M.Ed.)--North-West University, Potchefstroom Campus, 2005.
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Fosu-Amoah, Yaw. "Negotiation with learners as a managerial task of the school principal / Yaw Fosu-Amoah." Thesis, Potchefstroom University for Christian Higher Education, 1999. http://hdl.handle.net/10394/8828.

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The research seeks to suggest the use of negotiations as a managerial task of the school principal with learners to eliminate or at least limit unrest practices like violence, intimidation of learners by principals and intimidation of principals by learners, suspicions, vandalism, strike actions and class boycotts which destroy and negate the culture of learning and teaching services. All these destructive practices, lead to poor production of matric results in schools in South Africa in general and in the North West Province in particular. The purpose of this study therefore was to determine by means of a review of literature and an empirical investigation, the nature of negotiations in schools and the skills needed by practising principals in the discharge of their management tasks. The empirical study was also aimed at determining the most important and the least important of the negotiation skills. Chapter 1 deals with the statement of the problem, aims of the research and the methods employed in achieving the purpose of the study. This includes a discussion of the population and sample used for the empirical research and an outline of the chapters. The second Chapter highlights on the nature of negotiation in general and in schools in particular. Explanation of the concept negotiation was given and terms closely related to negotiation were defined and all shown to be different from negotiation. Models of negotiation were identified, causes for negotiation were mentioned, effects of negotiation on school performance were discussed a:; well as approaches and attitudes to the use of negotiation in schools. In Chapter 3, the focus was on the context of negotiation and skills needed in successful negotiation in schools. The negotiation climate, elements of negotiation and legal aspects or basis of negotiation were discussed under the context of negotiation. Listening, timing, empathy, trust, questions, needs, patience, politeness, as well as other skills like stamina, tolerance, confidence were discussed as negotiation skills. Negotiation style and strategies were treated under skills needed in successful negotiation. The empirical research design, administrative procedures, population and the systematic sampling as well as statistical techniques were discussed in Chapter 4. The duly completed questionnaires returned by principals as respondents were empirically analysed and interpreted in this chapter. The last chapter, Chapter 5, throws light on the summary of all the chapters, research findings and recommendations based on the research findings derived from the previous chapters as well as a final remark. It was found that all the respondents recognize that listening is essential to any relationship and therefore listening was the most important negotiation skill practised by principals. Again, it was revealed from the empirical study that most principals do not succeed in building trust with learners by making wild promises. Principals therefore seldomly make wild promises to learners as a negotiation skill. Finally based on the research, a negotiation skill training programme for principals was recommended for future research.
Thesis (MEd)--PU for CHE, 1999
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Welke, Timothy Lowell. "Training for conflict resolution and negotiating skills." CSUSB ScholarWorks, 1992. https://scholarworks.lib.csusb.edu/etd-project/493.

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Kwitonda, Jean Claude. "Lay Negotiation of Hygienic Haircare: Formative Assessment of Information, Motivation and Behavioral Skills." Ohio University / OhioLINK, 2018. http://rave.ohiolink.edu/etdc/view?acc_num=ohiou1533730466748872.

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Jacobson, Ann, of Western Sydney Nepean University, and Faculty of Education. "Peaceful warriors : a case study in conflict resolution education." THESIS_FE_XXX_Jacobson_A.xml, 2000. http://handle.uws.edu.au:8081/1959.7/118.

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This case study began as a peer mediation program for a class of Year 4 students, implemented over an eighteen-month period as part of the Personal Development, Health and Physical Education syllabus. The program developed into a process that integrated skills development, an understanding of interpersonal interactions, emotional responses and self understanding. Using an action research model and analysis based in grounded theory it became an interactive, interpretative analysis of conflictual issues between student/student and student/teacher as together they explored a major psychological and philosophical issue, conflict resolution, on a local and personal level. This thesis seeks to authenticate the participants? attempts to change the way in which learning about conflict occurs, to change the ambience of the classroom and to develop a web of interrelationships that work towards a greater understanding of the problem area and ultimately of the wider social and cultural network in which we choose to li
Master of Education (Hons)
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Escamilla, Loredo María Ixhel [Verfasser]. "Developing safer sex negotiation skills among Latin American female sex workers working in Germany / María Ixhel Escamilla Loredo." Bielefeld : Universitätsbibliothek Bielefeld, 2014. http://d-nb.info/1060824353/34.

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Bernstone, Helen. "The relationship between the beliefs of early childhood teachers and their use of scaffold, instruction and negotiation as teaching strategies." Thesis, Brunel University, 2007. http://bura.brunel.ac.uk/handle/2438/5179.

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This study investigates the relationship between the beliefs of early childhood education teachers and their use of the teaching strategies instruction and negotiation in relation to the scaffold process. Consideration of thinking skills and the ability to problem solve through the vehicle of play provided the background to the research focus. The research was undertaken in two differently structured early childhood education centres in New Zealand with a case study design framing the gathering of data through observations and interviews. It is a small qualitative study driven by socio-cultural theory and therefore considered from a social constructivist position. The main findings from observations and interviews revealed that not all teachers had congruency between their beliefs and practice, that instruction could be the only mediation within a scaffolding process and by considering the power relations in the learning and teaching situation, a model of how different teaching strategies could be related to different states of thinking. A key finding was that of a definition of negotiation as a teaching strategy.
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Marciulevičienė, Laimutė. "Darbuotojų tarpkultūrinių derybinių įgūdžių gerinimas AB "Audimas" pavyzdžiu." Master's thesis, Lithuanian Academic Libraries Network (LABT), 2013. http://vddb.laba.lt/obj/LT-eLABa-0001:E.02~2012~D_20130107_164827-48727.

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Darbo tikslas – išanalizuoti tarpkultūrines derybas teoriniu aspektu, suvokti, kokia sėkmingų derybų esmė ir kaip derėtis su skirtingų kultūrų atstovais, atlikti tyrimą ir pateikti siūlymus. Darbą sudaro trys pagrindinės dalys. Pirmoje dalyje apžvelgiama mokslinė literatūra tarpkultūrinių derybų sampratos aspektais. Analizuojama, kokią įtaką tarptautiniam verslui turi įvairių kultūrų skirtumai. Antroje darbo dalyje pristatoma tiriamos įmonės, AB „Audimas“ charakteristika, pateikiami tyrimo, kuriuo buvo siekiama įvertinti darbuotojų kompetenciją tarpkultūrinėse derybose, duomenys, jų analizė ir vertinimas. Trečioje dalyje pateikiama AB „Audimas“ darbuotojų tarpkultūrinių derybinių įgūdžių tobulinimo programa . Programą sudaro keturių krypčių modeliai.
The aim of this paper is to analyze the theoretical aspects of intercultural negotiations, to understand what the essence of successful negotiations are and how to negotiate with different cultures, to investigate and make proposals This paper consists of three different parts. The first part reviews the scientific literature on the concept of cross-cultural negotiation aspects. It analyzes the impact of international business varieties in different cultures. The second part presents the companies JSC Audimas characteristic, studies which was designed to assess staff competence in intercultural negotiations, data analysis and evaluation. The third section presents JSC Audimas employees intercultural negotiation skills development program. The program consists of a four-way models.
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Books on the topic "Negotiation skills"

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Negotiation skills training. Alexandria, Va: ASTD Press, 2008.

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Downs, Lisa J. Negotiation skills training. Alexandria, Va: ASTD Press, 2008.

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Downs, Lisa J. Negotiation skills training. Alexandria, Va: ASTD Press, 2008.

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Fowler, Alan. Negotiation: Skills and strategies. London: Institute of Personnel Management, 1990.

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Albert, Jean. Negotiation skills: A handbook. Rondebosch, South Africa: Centre for Intergroup Studies, 1986.

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Institute of Personnel and Development., ed. Negotiation skills and strategies. 2nd ed. London: Institute of Personnel and Development, 1996.

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French, Astrid. Negotiating skills. London: Spiro, 2003.

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Kellar, Robert E. Sales negotiation skills that sell. New York: AMACOM, 1997.

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Pienaar, W. D. Negotiation: Theories, strategies, and skills. 2nd ed. Kenwyn [South Africa]: Juta, 1996.

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B, Knapp Peter. Lawyering skills: Interviewing, counseling & negotiation. St. Paul, Minn: West Pub. Co., 1996.

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Book chapters on the topic "Negotiation skills"

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Furnham, Adrian. "Negotiation skills." In The Engaging Manager, 120–22. London: Palgrave Macmillan UK, 2012. http://dx.doi.org/10.1057/9781137273871_34.

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Hanson, Sharon, Tobias Kliem, and Ben Waters. "Negotiation." In Learning Legal Skills and Reasoning, 389–400. 5th ed. London: Routledge, 2021. http://dx.doi.org/10.4324/9780429285080-19.

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Furnham, Adrian. "Negotiation Skills Courses." In Management Intelligence, 138–39. London: Palgrave Macmillan UK, 2008. http://dx.doi.org/10.1057/9780230227439_46.

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Butera, Ann M. "Specialized Negotiation Skills." In Say What!? Communicate with Tact and Impact, 151–82. Boca Raton: CRC Press, 2021. http://dx.doi.org/10.1201/9781003093978-11.

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Phillips, Annie. "Negotiation." In Developing Assertiveness Skills for Health and Social Care Professionals, 119–29. London: Routledge, 2021. http://dx.doi.org/10.4324/9781908911063-11.

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Hamerstone, James, and Lindsay Musser Hough. "Build Your … Negotiation Skills." In A Woman’s Framework for a Successful Career and Life, 65–85. New York: Palgrave Macmillan US, 2013. http://dx.doi.org/10.1057/9781137314222_5.

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Hughes, Claretha, and Marilyn Y. Byrd. "Negotiation Skills and the HRD Professionals." In Managing Human Resource Development Programs, 131–40. New York: Palgrave Macmillan US, 2015. http://dx.doi.org/10.1057/9781137492197_9.

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Saarni, Carolyn. "Improving Negotiation Effectiveness with Skills of Emotional Competence." In Handbook of International Negotiation, 175–80. Cham: Springer International Publishing, 2014. http://dx.doi.org/10.1007/978-3-319-10687-8_13.

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Kumar, Rajesh, and Verner Worm. "Negotiating Skills in India and China." In International Negotiation in China and India, 139–46. London: Palgrave Macmillan UK, 2011. http://dx.doi.org/10.1057/9780230353909_9.

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Johnson, Emmanuel, Gale Lucas, Peter Kim, and Jonathan Gratch. "Intelligent Tutoring System for Negotiation Skills Training." In Lecture Notes in Computer Science, 122–27. Cham: Springer International Publishing, 2019. http://dx.doi.org/10.1007/978-3-030-23207-8_23.

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Conference papers on the topic "Negotiation skills"

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Peleckis, Kęstutis, Valentina Peleckienė, Bahman Peyravi, and Edita Leonavičienė. "International business negotiations in a regulated and incomplete information market." In 11th International Scientific Conference „Business and Management 2020“. VGTU Technika, 2020. http://dx.doi.org/10.3846/bm.2020.511.

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Regulations and government interventions often restrict competition in the market and rise cer-tain challenges in business negotiations, when competition in the market is more or less distorted. Remov-ing unnecessary restrains to competition and developing alternatives which still achieve the same policy objectives can bring substantial benefits for negotiation power of market business entities. Competition as-sessment is most effective when business negotiation entities have a clear sufficient information for com-paring options, sufficient resources for conducting an analysis, and sufficient technical skills for perform-ing the analysis. The aim of this article is to analyze in complex the unfolding theory and practice of development and implementation of business negotiating strategies in a regulated and incomplete infor-mation market, to reveal opportunities on development and implementing improvements of these strate-gies. Object of the research is the search of balance on negotiating powers in business negotiations in a regulated and incomplete information market. The scientific problem – negotiation theory lacks measures for assessment and balancing the negotiating powers between negotiation participants in a regulated and incomplete information market.
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Mell, Johnathan. "Human-Like Agents for Repeated Negotiation." In Twenty-Sixth International Joint Conference on Artificial Intelligence. California: International Joint Conferences on Artificial Intelligence Organization, 2017. http://dx.doi.org/10.24963/ijcai.2017/754.

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Virtual agents have been used as tools in negotiation—from acting as mediators to manifesting as full-fledged conversational partners. Virtual agents are a powerful tool for teaching negotiation skills, but require an accurate model of human behavior to perform well both as partners and teachers. The work proposed here aims to expand the current horizon of virtual negotiating agents to utilize human-like strategies. Further agents developed using this framework should be cognizant of the social factors influencing negotiation, including reputation effects and the implications of long-term repeated relationships. A roadmap of current efforts to develop agent platforms and future expansions is discussed.
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de Souza, Jairo Francisco, Sean Wolfgand Matsui Siqueira, and Rubens Nascimento Melo. "Adding meaning negotiation skills in multiagent systems." In 2009 IEEE International Conference on Intelligent Computing and Intelligent Systems (ICIS 2009). IEEE, 2009. http://dx.doi.org/10.1109/icicisys.2009.5357694.

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"Analysis of Negotiation Skills of Business English in International Trade." In 2020 International Conference on Educational Science. Scholar Publishing Group, 2020. http://dx.doi.org/10.38007/proceedings.0000377.

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Wang, Xiao, Zhao Yan-hua, and Jian Ai-ying. "Module design and teaching skills in bilingual education of negotiation." In 2012 First National Conference for Engineering Sciences (FNCES). IEEE, 2012. http://dx.doi.org/10.1109/nces.2012.6543540.

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Wang, Xiao, Yan-hua Zhao, and Ai-ying Jian. "Module Design and Teaching Skills in Bilingual Education of Negotiation." In 2013 Conference on Education Technology and Management Science. Paris, France: Atlantis Press, 2013. http://dx.doi.org/10.2991/icetms.2013.113.

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Kersten, M. J., M. Haley, and G. E. Kersten. "Developing analytic, cognitive and linguistic skills with an electronic negotiation system." In 36th Annual Hawaii International Conference on System Sciences, 2003. Proceedings of the. IEEE, 2003. http://dx.doi.org/10.1109/hicss.2003.1174345.

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Savova, Lilyana. "MEDIATION IN BUSINESS RELATIONS." In THE LAW AND THE BUSINESS IN THE CONTEMPORARY SOCIETY 2020. University publishing house "Science and Economics", University of Economics - Varna, 2020. http://dx.doi.org/10.36997/lbcs2020.190.

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The development presents the place of mediation in business relations. Specifics of the mediation procedure in business relations. Advantages of mediation over other alternatives for resolving disputes. Opportunities that provide the skills of a mediator in business relations - skills for negotiation, conflict management and effective communication.
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Shumskaya, Nicole. "Negotiation Skills Training Intervention Based on Automated Recognition of Human Emotion and Non-Verbal Behaviour." In Proceedings of the 32nd International BCS Human Computer Interaction Conference. BCS Learning & Development, 2018. http://dx.doi.org/10.14236/ewic/hci2018.191.

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Estima, Ana, and Joaquim Marques. "Organizing Events as a Tool to Develop Marketing Skills – the atUAliza.te Event Case Study." In Seventh International Conference on Higher Education Advances. Valencia: Universitat Politècnica de València, 2021. http://dx.doi.org/10.4995/head21.2021.12892.

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Marketing education literature is prolific in research dedicated to the best methodologies to provide higher education students with the knowledge as well as the soft and hard skills needed for their future careers as marketing experts. This article presents an experiment developed in a marketing degree, that took place outside the classroom over the last twelve years. The experiment consists on the organization of an annual marketing conference organized by a team of students that are supervised by a marketing teacher. It is a two-day event that brings together the best speakers from the market and academia and is targeted for both marketing students and professionals. The participation of students as part of the organizing team is voluntary and no assessment is performed by any course of the degree. These students refer the development of skills such as improving negotiation skills, networking, public speaking skills, organization, planning, team management, conflict management, leadership, time management, among others, as an added value for there careers.
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Reports on the topic "Negotiation skills"

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Parker, Richard B. Growth of Diplomacy and Negotiation Skills at the Strategic Level. Fort Belvoir, VA: Defense Technical Information Center, February 2009. http://dx.doi.org/10.21236/ada494763.

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McConnell, G. S. Formal Mediation and Negotiation Training, Providing Greater Skills for Commanders in Bosnia. Fort Belvoir, VA: Defense Technical Information Center, December 1999. http://dx.doi.org/10.21236/ada375031.

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