REGISTRATION CERTIFICATE

KV #19905-9705 PR dated 02.04.2013.

 FOUNDERS

RESEARCH CENTRE FOR INDUSTRIAL DEVELOPMENT PROBLEMS of NAS (KHARKIV, UKRAINE)

According to the decision No. 802 of the National Council of Television and Radio Broadcasting of Ukraine dated 14.03.2024, is registered as a subject in the field of print media.
ID R30-03156

 PUBLISHER

Liburkina L. M.

 SITE SECTIONS

Main page

Editorial staff

Editorial policy

Annotated catalogue (2011)

Annotated catalogue (2012)

Annotated catalogue (2013)

Annotated catalogue (2014)

Annotated catalogue (2015)

Annotated catalogue (2016)

Annotated catalogue (2017)

Annotated catalogue (2018)

Annotated catalogue (2019)

Annotated catalogue (2020)

Annotated catalogue (2021)

Annotated catalogue (2022)

Annotated catalogue (2023)

Annotated catalogue (2024)

Thematic sections of the journal

Proceedings of scientific conferences

Specifics of Building a Communication
Shuba T. P., Siladi K. B.

Shuba, Tetiana P., and Siladi, Kristina B. (2019) “Specifics of Building a Communication.” Business Inform 8:190–195.
https://doi.org/10.32983/2222-4459-2019-8-190-195

Section: Management and Marketing

UDC 316.772.5

Abstract:
The article is aimed at explaining the specifics of building a communication in the negotiation process. On analyzing, systematizing and generalizing the work of many scholars, the negotiation is defined and its basic models are considered on the basis of the systemization and generalization of the opinions of scientific practitioners. The latest and most popular negotiating strategies are allocated. The most common types of interlocutors are described on the basis of processing the works of some outstanding scientists; their specific features, which can be found at the beginning of a negotiation process, allowing to correctly determine the future course of development of connections with the opponent, are defined. A list of tactic practices used by experienced negotiators in the negotiation process is provided. This direction is quite prospective because of the increasing importance of global cooperation for both national and foreign enterprises. There is a need to improve the efficiency of international negotiations, the satisfying solutions to which would require a thorough study and successful use of communication instruments.

Keywords: negotiation, negotiation models, strategies, tactics, classification of interlocutors.

Fig.: 4. Bibl.: 8.

Shuba Tetiana P. – Candidate of Sciences (Economics), Associate Professor, Department of Marketing, Management and Entrepreneurship, V. N. Karazin Kharkiv National University (4 Svobody Square, Kharkіv, 61022, Ukraine)
Email: [email protected]
Siladi Kristina B. – Student, V. N. Karazin Kharkiv National University (4 Svobody Square, Kharkіv, 61022, Ukraine)
Email: [email protected]

List of references in article

Donaldson, M. C. Negotiation for Dummies. Hoboken: Wiley Publishing, Inc., 2007.
Kennedy, G. Everything is Negotiable. Edinburgh: Random House, 2010.
Shypka, R. “Modeli mizhnarodnykh perehovoriv“ [Models of international negotiations]. Visnyk Lvivskoho universytetu, no. 30 (2012): 87-92.
Pruitt, D. G. Negotiation Behavior. New York: Academic Press, 1981.
Fisher, R., Ury, W., and Patton, B. Getting to Yes: Negotiating Agreement Without Giving In. London: Penguin Books, 1991.
Thomas, K. W., and Kilmann, R. H. Conflict Mode Instrument. Mountain View, 1974.
Camp, J. Start with no the negotiating tools that the pros don’t want you to know. New York: Crown Business, 2002.
Goulston, M.Just Listen. New York: AMACOM, 2009.

 FOR AUTHORS

License Contract

Conditions of Publication

Article Requirements

Regulations on Peer-Reviewing

Publication Contract

Current Issue

Frequently asked questions

 INFORMATION

The Plan of Scientific Conferences

 OUR PARTNERS

Journal «The Problems of Economy»