International negotiations in the foundry engineering

• Autorzy: Wojtynek L. , Pietrowski S.
• Języki publikacji: EN

Abstrakty

EN

The aim of this paper is to introduce the essence of negotiations in general, which could find it's application in foundry engineering. The paper is the result of long cooperation of the authors with foundry engineering and their participation in negotiations between the domestic and foreign companies. In this paper the essence and the rules of negotiations have been introduced. It presents also the skills and abilities of the negotiators. The cycle of negotiations and the following stages of negotiations have been also described. The authors have presented the characteristics of negotiations led by the partners from different parts of the world with particular emphasize on Asian and European countries as with these partners the negotiations in Polish foundries are mainly led.

Słowa kluczowe

EN

found industry; international negotiations; conflicts

PL

przemysł odlewniczy

• Wydawca: Komisja Odlewnictwa Polskiej Akademii Nauk Oddział w Katowicach
• Czasopismo: Archives of Foundry Engineering
• Rocznik: 2008
• Tom: Vol. 8, iss. 1
• Strony: 149--154
• Opis fizyczny: Bibliogr. 8 poz., rys.

Twórcy

autor

Wojtynek L.

autor

Pietrowski S.

• Politechnika Śląska, 40-019 Katowice, ul. Krasińskiego 8,

Bibliografia

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• [3] P. R. Cateora, International Marketing, IRWIN, Illinois 1993, p.123.
• [4] M. LeBaron, Bridging Cultural Conflicts, New Approaches for a Changing World, San Francisco, Jossey-Bass Publishers, April 2003.
• [5] D. Druckman, Negotiating in the International Conflict: Methods and Techniques Edited by Zartman, VA: USIP Press, 1997.
• [6] Y. Paik, R.L. Tung, Negotiating with East Asians: How to Attain "Win-Win", Outcomes. Management International Review, 39 (2), 1999, p. 103-122.
• [7] J.J. Zhao, The Chinese Approach to International Business Negotiation. The Journal of Business Communication, 37 (3), 2000, s. 209-237.
• [8] H. Gullestrup, The Complexity of Intercultural Communication in Cross Cultural Management, Journal of Intercultural Communication, 6, May, 2004.