Research output: Contribution to journal › Article › peer-review
Negotiating styles in situation of limited resources and ambiguity. / Gurieva, Svetlana Dzakhotovna ; Udavikhina, Ulyana Andreyevna .
In: Mediterranean Journal of Social Sciences, Vol. 6, No. 4, 07.2015, p. 109-118.Research output: Contribution to journal › Article › peer-review
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TY - JOUR
T1 - Negotiating styles in situation of limited resources and ambiguity
AU - Gurieva, Svetlana Dzakhotovna
AU - Udavikhina, Ulyana Andreyevna
PY - 2015/7
Y1 - 2015/7
N2 - Success of our cooperation with other people may depend on various factors: whether we have experience in negotiations or not, personal traits of negotiating parties, knowledge and skills in the most effective tactics and strategies of negotiation, ability to understand “body language” of opponents at various levels and in various situations: from game to reality. This article gives test results of business game, which aim was to study balance between verbal and nonverbal communications and styles of negotiations, and how these styles influence the efficiency of negotiation process and results. The results of this research may indicate that observation of verbal and nonverbal channels deepens the negotiation process. In general, it was noticed that in situations of stress and lack of understanding participants mostly preferred “short” communications.
AB - Success of our cooperation with other people may depend on various factors: whether we have experience in negotiations or not, personal traits of negotiating parties, knowledge and skills in the most effective tactics and strategies of negotiation, ability to understand “body language” of opponents at various levels and in various situations: from game to reality. This article gives test results of business game, which aim was to study balance between verbal and nonverbal communications and styles of negotiations, and how these styles influence the efficiency of negotiation process and results. The results of this research may indicate that observation of verbal and nonverbal channels deepens the negotiation process. In general, it was noticed that in situations of stress and lack of understanding participants mostly preferred “short” communications.
KW - negotiations
KW - negotiating styles
KW - “short” and “long” communications
KW - verbal and nonverbal means of communication
U2 - 10.5901/mjss.2015.v6n4s2p109
DO - 10.5901/mjss.2015.v6n4s2p109
M3 - Article
VL - 6
SP - 109
EP - 118
JO - Mediterranean Journal of Social Sciences
JF - Mediterranean Journal of Social Sciences
SN - 2039-9340
IS - 4
ER -
ID: 5784825