The concept of business negotiations analysis
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Wyższa Szkoła Biznesu - National-Louis University in Nowy Sącz
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The objective of this paper is to present the author’s methodological concept
(framework) of business negotiations analysis. Such an analysis constitutes one
of the crucial stages of the first phase (sub-process) of business negotiations
planning, which is called, identification and pre-negotiations analysis. Firstly,
the general idea of the entire negotiations planning process and its phases and
stages were presented. Secondly, in the subsequent parts of the paper the three
following components of the suggested concept were characterized: a general
description of business negotiations as an object of research, the process of
negotiations analysis as well as particular tools being applied to solve key
problems within that analysis. Finally, summing up the paper, the areas of
future research were pointed out, focusing on improving the presented concept.
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Business and non-profit organizations facing increased competition and growing customers' demands / ed. by Adam Nalepka, Anna Ujwary-Gil. Nowy Sącz : Wyższa Szkoła Biznesu - National-Louis University, cop. 2013. - S. 9-20
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