Kelininkų derybos ir jų vedimo stilius

Abstract

Negotiation is a process during which two sides with different opinions meet and discuss. They have to reach agreement, which is not always achieved. Analysing the abilities of road builders to negotiate, a special test was used (the one used for this purpose in Poland). Everyone who took part in this test had to answer 80 questions. Results of the test allowed summarising the style of negotiating of each participant of the test. The main four styles of negotiating were singled out: intuitive (1), normative (N), analytical (A) and the one based on facts (F). The received average results of negotiation style of different negotiation groups revealed that the analytical (A) style of negotiating was characteristic of road builders, both leaders and specialists, and the intuitive (I) one was the most rare style. Peculiarities of negotiation: 1) the style based on facts - the facts are most important: 2} the intuitive style - imagination may help to solve any problem; 31 normative style - negotiation is conclusion of a deal: 4) analytical style -logics leads to the right conclusions. Result analysis allows drawing certain practical conclusions. Knowing the negotiating style of the partner it is advisable to readjust to it. When negotiating with a persons w hose style is based on facts (F) its is advisable to be precise in giving facts, to make use of former experience, to try to prove your truth proceeded from facts to principles.