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Author
Kozina Andrzej (Kolegium Gospodarki i Administracji Publicznej)
Title
System oceny efektywności negocjacji gospodarczych
A System for Evaluating the Effectiveness of Business Negotiations
Source
Zeszyty Naukowe / Akademia Ekonomiczna w Krakowie, 2004, nr 652, s. 121-131, bibliogr. 8 poz.
Keyword
Negocjacje gospodarcze, Analiza negocjacyjna, Efektywność gospodarowania
Economic negotiations, Negotiation analysis, Business efficiency
Note
summ.
Abstract
Zadaniem opracowania jest przedstawienie wieloaspektowego podejścia, tzw. systemu oceny efektywności negocjacji gospodarczych (SOENG). W pracy omówiono jego następujące elementy: model systemu oceny, zasady analizy, kryteria oceny i techniki szczegółowe oceny.

The subject of this article is the evaluation (analysis) of business negotiations at their fundamental, concluding phase. The literature on this subject does not yet offer a comprehensive and cohesive conceptual methodology, but rather just a set of partial solutions. This applies, in particular, to difficult and complex measures that encompass many issues and typically involve significant risk, such as negotiations on the purchase/sale of an enterprise, mergers and acquisitions, as well as complex commercial, loan or leasing transactions, etc. Therefore, the goal of this article is to present a multi-aspect approach, termed the System for Evaluating the Effectiveness of Business Negotiations, which encompasses the following elements: an evaluation system model, principles of analysis, evaluation criteria, detailed techniques for analysis. These elements are described in subsequent sections of the article. (original abstract)
Accessibility
The Main Library of the Cracow University of Economics
The Library of Warsaw School of Economics
The Library of University of Economics in Katowice
The Main Library of Poznań University of Economics and Business
The Main Library of the Wroclaw University of Economics
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Bibliography
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  1. Brdulak H., Brdulak J. [2000], Negocjacje handlowe, PWE, Warszawa.
  2. Casse P. [1996], jak negocjować? Zostań negocjatorem w godzinę, Wydawnictwo Zysk i S-ka, Poznań.
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  5. Kennedy G. [1998], Negocjator, Studio EMKA, Warszawa..
  6. Piotrowski W. [1990], Jak osiągnąć porozumienie?, „Przegląd Organizacji”, nr 7.
  7. Schoonmaker A. N. [1989], Negotiate to Win. Gaining the Psychological End, Prentice Hall, Englewood Cliffs, New Jersey.
  8. Walker M. A., Harris G. L. [1995], Negotiations. Six Steps to Success, Prentice Hall, New Jersey.
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ISSN
0208-7944
Language
pol
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