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Abstrakty
The article presents the process of commercial negotiations paying attention to the negotiation itself as well as to its basic elements. The specificity of the Polish foundries' main negotiation partners from The European Union, who are the deliverers of diverse casting range, was specified. The most important cultural factors, which determine the process of negotiations conducted by the representatives of various cultural groups, were analysed. The understanding of cultural differences and adapting to them while negotiating are important factors which constitute the parties' negotiation process. The meaning of price in the commercial negotiation process was described. The elements of sale process and the factors which influence the casts price were enumerated. What is more, the main methods of determining price were characterized. The essential problems connected with conducting the price negotiations in foundries were indicated.
Słowa kluczowe
Czasopismo
Rocznik
Tom
Strony
221--226
Opis fizyczny
Bibliogr. 6 poz., rys., tab.
Twórcy
autor
- Department of Technological Process Management, Silesian University of Technology, Krasińskiego 8, 40-019 Katowice, Lilianna.Wojtynek@polsl.pl
Bibliografia
- [1] L. Wojtynek, S. Pietrowski: International negotiations in the foundry engineering, Archives of Foundry Engineering, vol. 8, Issue 1, January-March 2008, p. 149-154.
- [2] J. Lewicki, D. M. Saunders, J. W. Minton, I. McGraw-Hill: Negotiation, Boston 1999.
- [3] L. Thompson: The mind and heart of the negotiator, prentice hall upper saddle river, New Jersey, 1998.
- [4] H. Gullestrup: The Complexity of Intercultural Commu-nication in Cross Cultural Management, Journal of Inter-cultural Communication, 6, May, 2004.
- [5] J. M. Hiltrop, S. Udall: The Essence of Negotiation, PrenticeHall, London 1995, p.95.
- [6] L. Wojtynek: Globalizacja kultury w teorii, Katowice 2000.
Typ dokumentu
Bibliografia
Identyfikator YADDA
bwmeta1.element.baztech-article-BPZ3-0035-0041