Negotiation Competences of an Entrepreneur

Andrzej Kozina ()
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Andrzej Kozina: Uniwersytet Ekonomiczny w Krakowie

Problemy Zarzadzania, 2017, vol. 15, issue 65, 209-225

Abstract: The accomplishment of all kind of business ventures requires establishing and maintaining beneficial relationships with business partners, communicating efficiently and making effective deals through mutual decision making and exchanging tangible and non-tangible assets, making many arrangements concerning the scopes, deadlines or the methods of performing the activities as well as resolving conflicts in cooperation. Therefore, within economic activity in general, and in small and medium-sized companies in particular, it is needed to conduct numerous negotiations with many external partners and between the members of particular organization. That entails the necessity of having proper negotiation competences, i.e. knowledge and experience, abilities and skills as well as personal traits. Considering the above statements, the objective of the paper is to characterize negotiation competences which an entrepreneur should possess in order to perform the above-listed activities. The introduction contains the clarification of key notions used in the text. Then the concept and features of negotiations within small and mediumsized companies are presented. Within the substantial part of the paper, the negotiation competences of an entrepreneur are described, divided into two groups, i.e. universal and situational ones. Afterwards, an original concept of the evaluation of those competences is suggested. In the summation, apart from the paper synthesis, directions for further research are pointed out.

Keywords: business negotiations; an entrepreneur as a negotiator; the idea and features of negotiations within small and medium-sized companies; negotiation competences. (search for similar items in EconPapers)
JEL-codes: M19 (search for similar items in EconPapers)
Date: 2017
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