THE SPECIFIC OF ENTREPRENEURIAL NEGOTIATIONS

Georgiana Surdu (), Valeriu Potecea () and Andreea Stanca
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Georgiana Surdu: Romanian-American University, Bucharest
Valeriu Potecea: Romanian-American University, Bucharest
Andreea Stanca: Romanian-American University, Bucharest

Romanian Economic Business Review, 2015, vol. 10, issue 4, 64-68

Abstract: Not every entrepreneur, small business owner or freelancer is comfortable negotiating. Many dread the adversarial nature of negotiation, and forget how important is to be prepared, to develop cultural awareness, and to act as equal partner in a negotiation. Understanding how entrepreneurs negotiate and how their behavior influences the outcomes of negotiation is important for entrepreneurship theory and practice. This article assumes the hypothesis that entrepreneurial negotiations have certain specifications that clearly distinguish them from corporate negotiations. The research is based on qualitative research, using primary and secondary data. Also, the article starts from the assumption that entrepreneurs adopt faster decisionsin negotiations, being owners of the businesses or freelancers, and acting according to their own rules and objectives. Theories and empirical results on the intersubjective interactions between entrepreneurs and their numerous stakeholders are lacking.

Keywords: negotiation; entrepreneurial environment; strategies; negotiation behavior (search for similar items in EconPapers)
Date: 2015
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