title: The toolbox of the salespeople and their readiness to use it: a study on the influences of different ways of communication during negotiations
title: Ð²ÑÐ¿ÑÑÐºÐ½Ð°Ñ ÐºÐ²Ð°Ð»Ð¸ÑÐ¸ÐºÐ°ÑÐ¸Ð¾Ð½Ð½Ð°Ñ ÑÐ°Ð±Ð¾ÑÐ° Ð¼Ð°Ð³Ð¸ÑÑÑÐ°
titleType: Subtitle
title: ÐÐ½ÑÑÑÑÐ¼ÐµÐ½ÑÐ°ÑÐ¸Ð¹ Ð´Ð»Ñ Ð¿ÑÐ¾Ð´Ð°Ð²ÑÐ¾Ð² Ð¸ Ð¸Ñ Ð³Ð¾ÑÐ¾Ð²Ð½Ð¾ÑÑÑ Ðº ÐµÐ³Ð¾ Ð¸ÑÐ¿Ð¾Ð»ÑÐ·Ð¾Ð²Ð°Ð½Ð¸Ñ: Ð¸ÑÑÐ»ÐµÐ´Ð¾Ð²Ð°Ð½Ð¸Ðµ Ð²Ð»Ð¸ÑÐ½Ð¸Ñ ÑÐ°Ð·Ð»Ð¸ÑÐ½ÑÑ Ð¼ÐµÑÐ¾Ð´Ð¾Ð² Ð¾Ð±ÑÐµÐ½Ð¸Ñ Ð²Ð¾ Ð²ÑÐµÐ¼Ñ Ð¿ÐµÑÐµÐ³Ð¾Ð²Ð¾ÑÐ¾Ð²
Creators: name: Balint Borka
Publisher: name: Ð¡Ð°Ð½ÐºÑ-ÐÐµÑÐµÑÐ±ÑÑÐ³ÑÐºÐ¸Ð¹ Ð¿Ð¾Ð»Ð¸ÑÐµÑÐ½Ð¸ÑÐµÑÐºÐ¸Ð¹ ÑÐ½Ð¸Ð²ÐµÑÑÐ¸ÑÐµÑ ÐÐµÑÑÐ° ÐÐµÐ»Ð¸ÐºÐ¾Ð³Ð¾
Year: 2018
Subjects: Ð¿ÐµÑÐµÐ³Ð¾Ð²Ð¾ÑÑ
ÑÐ°ÐºÑÐ¸ÐºÐ° Ð¿ÐµÑÐµÐ³Ð¾Ð²Ð¾ÑÐ¾Ð²
ÑÐ±ÐµÐ¶Ð´ÐµÐ½Ð¸Ðµ
Ð¿ÐµÑÐµÐ³Ð¾Ð²Ð¾ÑÑ Ð¾ Ð¿ÑÐ¾Ð´Ð°Ð¶Ð°Ñ
ÑÐµÐ·ÑÐ»ÑÑÐ°ÑÑ Ð¿ÐµÑÐµÐ³Ð¾Ð²Ð¾ÑÐ¾Ð²

description: There is a tremendous amount of methods and tactics with what negotiators can influence the outcome of a negotiation. This research maps the negotiations, their outcomes and finds the methods that can steer negotiation to the right way, namely: the negotiation settings and site, the medium of negotiation, and the impact of culture, personality and emotions on negotiations. Besides these factors, a more direct ways of influencing the outcomes are also collected under the term âtacticsâ. Finally, communication during negotiations is reviewed, each of its forms separately. Then we measured how much of these are salespeople aware of and how much they use to see if they are well-equipped and well-prepared for the negotiations enough or require some further education and training.
description: Ð¡ÑÑÐµÑÑÐ²ÑÐµÑ Ð¾Ð³ÑÐ¾Ð¼Ð½Ð¾Ðµ ÐºÐ¾Ð»Ð¸ÑÐµÑÑÐ²Ð¾ Ð¼ÐµÑÐ¾Ð´Ð¾Ð² Ð¸ ÑÐ°ÐºÑÐ¸Ðº, Ñ Ð¿Ð¾Ð¼Ð¾ÑÑÑ ÐºÐ¾ÑÐ¾ÑÑÑ ÑÑÐ°ÑÑÐ½Ð¸ÐºÐ¸ Ð¿ÐµÑÐµÐ³Ð¾Ð²Ð¾ÑÐ¾Ð² Ð¼Ð¾Ð³ÑÑ Ð²Ð»Ð¸ÑÑÑ Ð½Ð° Ð¸ÑÑÐ¾Ð´ Ð¿ÐµÑÐµÐ³Ð¾Ð²Ð¾ÑÐ¾Ð². ÐÐ°Ð½Ð½Ð¾Ðµ Ð¸ÑÑÐ»ÐµÐ´Ð¾Ð²Ð°Ð½Ð¸Ðµ ÑÐ°ÑÑÐ¼Ð°ÑÑÐ¸Ð²Ð°ÐµÑ Ð²Ð¸Ð´Ñ Ð¿ÐµÑÐµÐ³Ð¾Ð²Ð¾ÑÐ¾Ð², Ð¸Ñ ÑÐµÐ·ÑÐ»ÑÑÐ°ÑÑ Ð¸ Ð²ÑÑÐ²Ð»ÑÐµÑ Ð¼ÐµÑÐ¾Ð´Ñ, ÐºÐ¾ÑÐ¾ÑÑÐµ Ð¿Ð¾Ð¼Ð¾Ð³ÑÑ Ð¿ÑÐ°Ð²Ð¸Ð»ÑÐ½Ð¾ Ð²ÐµÑÑÐ¸ Ð¿ÐµÑÐµÐ³Ð¾Ð²Ð¾ÑÑ, Ð° Ð¸Ð¼ÐµÐ½Ð½Ð¾: Ð¿ÑÐ°Ð²Ð¸Ð»ÑÐ½Ð¾Ðµ Ð¼ÐµÑÑÐ¾ Ð¸ ÑÑÐ»Ð¾Ð²Ð¸Ñ, ÑÑÐµÐ´Ð° Ð² ÐºÐ¾ÑÐ¾ÑÐ¾Ð¹ Ð²ÐµÐ´ÑÑÑÑ Ð¿ÐµÑÐµÐ³Ð¾Ð²Ð¾ÑÑ, Ð²Ð»Ð¸ÑÐ½Ð¸Ðµ ÐºÑÐ»ÑÑÑÑÑ, Ð° ÑÐ°ÐºÐ¶Ðµ ÑÐ¸Ð¿Ñ Ð»Ð¸ÑÐ½Ð¾ÑÑÐ¸ Ð¸ ÑÐ¼Ð¾ÑÐ¸Ð¹, ÐºÐ¾ÑÐ¾ÑÑÐµ Ð¼Ð¾Ð³ÑÑ Ð²ÑÑÑÐµÑÐ¸ÑÑÑÑ. ÐÐ¾Ð¼Ð¸Ð¼Ð¾ ÑÑÐ¸Ñ ÑÐ°ÐºÑÐ¾ÑÐ¾Ð², ÑÐ°ÐºÐ¶Ðµ Ð² ÑÐ°Ð±Ð¾ÑÐµ Ð¾Ð¿Ð¸ÑÑÐ²Ð°ÑÑÑÑ Ð±Ð¾Ð»ÐµÐµ Ð¿ÑÑÐ¼ÑÐµ ÑÐ¿Ð¾ÑÐ¾Ð±Ñ Ð²Ð¾Ð·Ð´ÐµÐ¹ÑÑÐ²Ð¸Ñ Ð½Ð° ÑÐµÐ·ÑÐ»ÑÑÐ°ÑÑ Ð¿ÐµÑÐµÐ³Ð¾Ð²Ð¾ÑÐ¾Ð², ÐºÐ¾ÑÐ¾ÑÑÐµ Ð¾Ð¿Ð¸ÑÐ°Ð½Ñ Ð² ÑÐ°Ð·Ð´ÐµÐ»Ðµ Â«Ð¢Ð°ÐºÑÐ¸ÐºÐ°Â»; Ð¸ ÑÐ°ÑÑÐ¼Ð°ÑÑÐ¸Ð²Ð°ÑÑÑÑ Ð²Ð¸Ð´Ñ Ð¾Ð±ÑÐµÐ½Ð¸Ñ Ð¼ÐµÐ¶Ð´Ñ ÑÑÐ°ÑÑÐ½Ð¸ÐºÐ°Ð¼Ð¸ Ð¿ÐµÑÐµÐ³Ð¾Ð²Ð¾ÑÐ¾Ð², Ð¿ÑÐ¸ÑÐµÐ¼ ÐºÐ°Ð¶Ð´Ð°Ñ Ð¸Ð· Ð²Ð¾Ð·Ð¼Ð¾Ð¶Ð½ÑÑ ÑÐ¾ÑÐ¼ Ð´Ð°Ð½Ð½Ð¾Ð³Ð¾ Ð¾Ð±ÑÐµÐ½Ð¸Ñ ÑÐ°Ð·Ð±Ð¸ÑÐ°ÐµÑÑÑ Ð¿Ð¾ Ð¾ÑÐ´ÐµÐ»ÑÐ½Ð¾ÑÑÐ¸. ÐÐ°Ð»ÐµÐµ, Ð² Ð´Ð°Ð½Ð½Ð¾Ð¹ ÑÐ°Ð±Ð¾ÑÐµ Ð±ÑÐ»Ð¾ Ð¸Ð·Ð¼ÐµÑÐµÐ½Ð¾ Ð½Ð° ÑÐºÐ¾Ð»ÑÐºÐ¾ ÑÐ¾ÑÐ¾ÑÐ¾ Ð¿ÑÐ¾Ð´Ð°Ð²ÑÑ Ð¾Ð·Ð½Ð°ÐºÐ¾Ð¼Ð»ÐµÐ½Ñ Ñ ÑÐµÑÐ½Ð¸ÐºÐ°Ð¼Ð¸ Ð¿ÐµÑÐµÐ³Ð¾Ð²Ð¾ÑÐ¾Ð² Ð¸ Ð¸ÑÐ¿Ð¾Ð»ÑÐ·ÑÑÑ Ð»Ð¸ Ð¾Ð½Ð¸ ÑÑÐ¾ Ð² ÑÐ°Ð±Ð¾ÑÐµ. ÐÐ°Ð½Ð½Ð¾Ðµ Ð¸ÑÑÐ»ÐµÐ´Ð¾Ð²Ð°Ð½Ð¸Ðµ Ð±ÑÐ»Ð¾ Ð¿ÑÐ¾Ð²ÐµÐ´ÐµÐ½Ð¾ Ð´Ð»Ñ ÑÐ¾Ð³Ð¾, ÑÑÐ¾Ð±Ñ Ð¿Ð¾Ð½ÑÑÑ Ð½Ð°ÑÐºÐ¾Ð»ÑÐºÐ¾ ÑÐ¾ÑÐ¾ÑÐ¾ Ð¾Ð½Ð¸ Ð¿Ð¾Ð´Ð³Ð¾ÑÐ¾Ð²Ð»ÐµÐ½Ñ Ðº Ð¿ÐµÑÐµÐ³Ð¾Ð²Ð¾ÑÐ°Ð¼ Ð¸ ÑÑÐµÐ±ÑÐµÑÑÑ Ð»Ð¸ Ð¸Ð¼ Ð´Ð¾Ð¿Ð¾Ð»Ð½Ð¸ÑÐµÐ»ÑÐ½Ð¾Ðµ Ð¾Ð±ÑÑÐµÐ½Ð¸Ðµ.