Wyniki wyszukiwania - Biblioteka Nauki

1

The Concept of Business Negotiations Analysis

100%

Kozina A.

Business and Non-profit Organizations Facing Increased Competition and Growing Customers' Demands

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2013

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tom 12

9-20

EN

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. (original abstract)

2

System oceny efektywności negocjacji gospodarczych

100%

Kozina A.

Zeszyty Naukowe / Akademia Ekonomiczna w Krakowie

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2004

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nr nr 652

121-131

XX

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.

EN

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)

3

Using an Analytic Hierarchy Process to Develop a Scoring System for a Set of Continuous Feasible Alternatives in Negotiation

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Brzostowski J. , Roszkowska E. , Wachowicz T.

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nr nr 4

21-40

EN

The use of an Analytic Hierarchy Approach (AHP) for scoring offers in continuous negotiation problems has been studied. AHP has already proven its usefulness in constructing a ranking of alternatives in discrete decision making problems. In negotiations, however, some issues may have a quantitative character and be defined by feasible ranges, which results in uncountably large sets of feasible offers. This is a problem to which AHP cannot be applied in its original form. Therefore we propose an approach to building a scoring system that operates within AHP and a predefined discrete subset of feasible alternatives, then a method for determining global scores for all the feasible alternatives is proposed. When this subset has been built, the notion of border alternatives is applied. Assuming that these border alternatives have been ranked, single-issue utility functions are constructed using linear interpolation over the set of selected border alternatives. Single-issue utility functions are then aggregated using issue weights in order to form the final utility function. The issue weights are also determined using AHP. Such an approach means that a relatively small number of comparisons are required for a negotiator in AHP process to build a comprehensive scoring system, which makes the process of eliciting the negotiator's preferences simple and rapid. (original abstract)

4

Multiparty Negotiations - Research Problems Formulation

100%

Kozina A.

Business and Non-profit Organizations Facing Increased Competition and Growing Customers' Demands

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2012

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tom 11

45-56

EN

The objective of this paper is to identify crucial research problems occurring in multiparty negotiations. The formulation of those problems is necessary to elaborate methodological framework for the analysis of such negotiations, in order to find effective tools of conducting them. Firstly, the general idea of multiparty negotiations was presented, pointing out their features in comparison with typical, two-party (bilateral) negotiations. Secondly, in the subsequent parts of the paper, crucial research problems of multiparty negotiations analysis were characterized, according to the dimensions of complexity of such negotiations, namely: informational and computational, social, procedural and strategic ones. Moreover some potential solutions to those problems were suggested as well. Summing up the paper, the subsequent areas of research were pointed out. (original abstract)

5

Wykorzystanie metody ELECTRE TRI do budowy systemu oceny ofert negocjacyjnych

84%

Wachowicz T.

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2011

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nr nr 795

116-130

XX

W tym artykule rozważamy nową koncepcję prowadzenia pre-negocjacji protokołu do budowy przez negocjatorów wspólnej wizji problemu negocjacyjnego i przygotować swoje preferencje w celu ustalenia oferty na systemy punktacji. Aby wesprzeć ten protokół ELECTRE metoda TRI proponuje, parametry, które nie są przypisywane bezpośrednio przez strony, ale szacują w oparciu o przykład oferowane przez nich we wstępnej fazie negocjacji.

EN

In this paper we consider a new idea of conducting the pre-negotiation protocol for building by negotiators the common vision of the negotiation problem and eliciting their preferences in order to determine the offer's scoring systems. To support this protocol the ELECTRE TRI method is proposed, the parameters of which are not assign directly by the parties, but are estimated basing on the example offers evaluated by them in the preliminary phase of negotiations. Pre-negotiation process is then adequately structured as the individual supporting procedure, which can be applied in negotiation support system.(original abstract)

6

Kompleksowa analiza sytuacji negocjacyjnej

84%

Kozina A.

Zeszyty Naukowe / Akademia Ekonomiczna w Krakowie

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2002

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nr nr 603

89-105

XX

W artykule zaprezentowano koncepcję wieloaspektowej metody o nazwie Kompleksowa Analiza Sytuacji Negocjacyjnej (KASN), która może być stosowana w planowaniu negocjacji handlowych. Duży nacisk położono na systematykę szczegółowych metod tej analizy na podstawie badań porównawczych literatury tematycznej.

EN

The aim of this article is to look at the problem of Composite Negotiation Situation Analysis (CNA), a multidimensional method which can be used in the planning of commercial negotiations. The author pays particular attention to the systematic features of specific CNSA methods, based on comparative research found in the literature on the subject. (short original abstract)

7

Przygotowanie negocjacji w świetle badań

84%

Kamiński J.

Zeszyty Naukowe Wyższej Szkoły Zarządzania i Marketingu w Warszawie

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1999

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nr z. 6

125-134

XX

W artykule przedstawiono wyniki badań ankietowych przeprowadzonych w Wyższej Szkole Zarządzania i Marketingu oraz w Wyższej Szkole Ubezpieczeń i Bankowości w Warszawie. Celem badań było: określenie sposobu postrzegania przez badanych struktury procesu negocjacyjnego i istnienia w jego ramach fazy przygotowania, ustalenie najbardziej typowych przejawów zachowań badanych na etapie przygotowania, udzielenie odpowiedzi na pytanie: na ile doświadczenie zawodowe i rodzaj prowadzonych negocjacji są czynnikami określającymi sposób postępowania w trakcie przygotowania rozmów.

EN

The article presents result of poll, which took place in The High School of Management and Marketing and The High School of Insurance and Banking in Warsaw. The goal of the research was characterise structure of negotiation process. There were studied factors, which has an influence on negotiations: professional experience and type of negotiations.(M.P.)

8

Założenia analizy negocjacji

84%

Mesjasz C.

Zeszyty Naukowe / Akademia Ekonomiczna w Krakowie

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1997

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nr nr 499

67-80

XX

Zaprezentowano koncepcję analizy negocjacji (D. Laxa i J. Sebeniusa) opartą na teorii decyzji i teorii gier. Przedstawiono jej genezę i rozwój, oraz podstawowe koncepcje.

EN

The theory of negotiation is aimed at the development of practical instructions based on experience, or on both experience and theory. At the same time there is a far-reaching formalization of the problems of negotiation based on the theory of games. Both the trends are connected with considerable limitations as regards practical application. The objective of the paper is to present the principles of the negotiation analysis. Its authors aim at enriching the output of the formal theory of negotiation with the conceptions enabling better description and explanation of the mechanisms of negotiation, and formulation of normative conclusions. (original abstract)

9

Modelowanie procesów negocjacji

84%

Wachowicz T.

Prace Naukowe / Akademia Ekonomiczna w Katowicach

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2001

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tom Metody i zastosowania badań operacyjnych 2000

235-248

10

Kłamstwo w negocjacjach

84%

Wojtoszek K.

Prace Naukowe Wałbrzyskiej Wyższej Szkoły Zarządzania i Przedsiębiorczości

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2013

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tom 23 (3)

99-109

XX

Negocjowanie to gra. Oczywiście to przede wszystkim gra strategiczna jak szachy. Wymaga analizy sytuacji, przewidywania kolejnych posunięć na kilka zagrań do przodu, widzenia całej szachownicy, a czasem i znacznie dalej, brania pod uwagę, że gracz po drugiej stronie może realizować różne strategie działania. Trudno odpowiedzieć na pytanie czy można kłamać w negocjacjach. Warto ten proces traktować jak grę, w której gracze w zależności od sytuacji, transakcji, stawki, czasu, relacji wybierają różne strategie żeby zrealizować cel. Warto pamiętać, iż sztuka blefu doskonałego powinna być sztuką szlachetnych manier i finezyjnych metod. (abstrakt oryginalny)

EN

Negotiating is a game. It is, of course, a kind of strategic game similar to playing chess. It requires analysis of the situation, anticipation of the next steps in advance, perceiving the whole board and sometimes even seeing things much further. One must also take into account the fact that the other players may apply completely different strategies to play. Thus, it is difficult to state if we are allowed to lie while negotiating. It is crucial to treat it as a game in which players, depending on the situation, transaction, stake, time and relation, choose different strategies to achieve the goal. Moreover, it is vital to remember that the art of a perfect bluff should be the noble art of manners and subtle methods. (original abstract)

11

Reference Points-Based Methods in Supporting the Evaluation of Negotiation Offers

84%

Wachowicz T. , Brzostowski J. , Roszkowska E.

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nr nr 4

121-137

EN

Scoring the negotiation template and building a scoring system for negotiation offers is a starting point for analysis of negotiation. It is usually done by means of a classical additive scoring model. Recent research confirms, however, that TOPSIS may be a good alternative to SAW-based models, since it significantly facilitates the processes of template definition and elicitation of negotiator's preferences. Fundamental ideas of the TOPSIS, VIKOR and BIPOLAR methods have been analysed and attempts were made to hybridize some of their notions to propose an alternative method for evaluating negotiation offers. (original abstract)

12

Zasady planowania negocjacji

84%

Kozina A.

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nr nr 574

71-89

XX

Zadaniem opracowania jest przedstawienie charakterystyki najważniejszych zasad planowania procesu negocjacji handlowych. Autor opiera się na sugestiach wybranych specjalistów i omawia czynniki konieczne do zapewnienia skutecznego przebiegu negocjacji.

EN

The aim of the present article is to discuss the systematics and characteristics of the most important principles governing the planning of commercial negotiations, based on the suggestions of selected authors. The author's main reflections are preceded by a necessary explanation of the essence of negotiation and its characteristic features, and also by a discussion of the scope of preparatory measures needed to ensure that negotiations run smoothly. (short original abstract)

13

Model negocjacji w rozproszonym systemie wspomagania negocjacji

84%

Polak P.

Prace Naukowe / Akademia Ekonomiczna w Katowicach

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2001

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tom Systemy wspomagania organizacji SWO'2001

274-281

XX

Składnikiem decydującym o jakości i użyteczności systemu wspomagania decyzji jest zastosowany w nim model procesu decyzyjnego. W artykule przedstawiono analizę istniejących modeli negocjacji pod kątem ich przydatności dla rozproszonego systemu wspomagania negocjacji.

EN

Quality of Decision Support Systems depends strongly on implemented model. The paper presents the analysis of different negotiation models in relation to their usefulness for Distributed Negotiation Support Systems. (original abstract)

14

The Accuracy of Symmetric Negotiation Support Based on Scoring Systems Built by Holistic Approach and Direct Rating

84%

Wachowicz T. , Roszkowska E.

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tom 13

167-190

EN

In negotiations, the parties can be offered decision support based on formal scoring systems. These systems can be determined by means of various preference elicitation techniques and multiple criteria decision aiding (MCDA) approaches. In most situations the simplest tool is used, namely the direct rating technique (DR). In this paper we analyze to what extent the scoring system obtained by means of a mix of MARS (Measuring Attractiveness near Reference Solutions) and UTASTAR (Utilités Additives) holistic preference elicitation approaches accurately reflects the negotiator's preferences; and how much its potential inaccuracy may affect the symmetric support given to the parties. We compare the differences in the recommendation of Nash bargaining solutions offered to the parties when the bargaining analysis is determined by means of holistic and DR approaches and analyze which of them misrepresent the actual negotiation situation more. The results show that there are no significant differences when the quality of average recommendations are compared, yet the DR-based scoring system recommends the true Nash bargaining solution for more negotiation instances than the holistic one does.(original abstract)

15

Jak zrobić listę miejscówek na spotkania z klientami?

67%

Kacprzyńska M.

Marketing w Praktyce

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2016

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nr nr 11

30

XX

Spotkania firmowe lub z biznesowymi klientami mogą mieć różny charakter, a na ich atmosferę i przebieg w znacznym stopniu wpływa miejsce, w którym się będą one odbywały. Warto mieć w zanadrzu listę odpowiednich "miejscówek" nadających się do tego celu w zależności od charakteru spotkania czy branży. Artykuł jest krótkim poradnikiem, jak w sposób profesjonalny podejść do tego zagadnienia, tak aby nie zniechęcić partnera a rozmowy biznesowe zakończyły się sukcesem. (abstrakt autora)