PERFORMANCE MANAGEMENT – A VIABLE OPTION IN THE CURRENT CONTEXT OF POST-CRISIS ECONOMY IN ROMANIA

Vasile Deac (), Mihai Vrãžncut () and Oana Paun ()
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Vasile Deac: The Bucharest University of Economic Studies, Bucharest, Romania
Mihai Vrãžncut: The Bucharest University of Economic Studies, Bucharest, Romania
Oana Paun: The Bucharest University of Economic Studies, Bucharest, Romania

Business Excellence and Management, 2014, vol. 4, issue 1, 37-46

Abstract: The current crisis has revealed that in the war between suppliers and customers the power balance has finally swung towards the latter, and since companies act as both suppliers and customers to other entities apparently complicates their situation. A high performance implies minimizing the cost of inputs and maximizing revenues from outputs, which in turn requires an effective negotiation from the company both as client and supplier. While negotiation skills can give them a strategic advantage, those skills alone are not enough, proper preparation of the negotiation having greater importance in achieving strategic advantage in negotiation. This aspect will be highlighted as a priority in this article.

Keywords: negotiation; self-assessment and analysis of the other side; evaluation of context; Best Alternative to a Negotiated Agreement; zone of possible agreement (search for similar items in EconPapers)
JEL-codes: M11 (search for similar items in EconPapers)
Date: 2014
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Persistent link: https://EconPapers.repec.org/RePEc:rom:bemann:v:4:y:2014:i:1:p:37-46

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