期刊名称：Збірник наукових праць Черкаського державного технологічного університету: Серія: Економічні науки
印刷版ISSN：2306-4420
出版年度：2018
期号：48
页码：14-21
DOI：10.24025/2306-4420.0.48.2018.126882
出版社：Черкаський державний технологічний університет
摘要：In unstable economic conditions for businesses, the need for constructive solution of organizational conflicts between interested parties is of great importance. The need for special management tools that can integrate the goals and interests of all project participants and find an effective way out of conflict situations is emerging. The purpose of this work is to study the peculiarities of conducting business negotiations in commercial companies. It is carried out with the help of a questionnaire, the analysis of small business companies from various industries (agriculture, retail and wholesale trade, etc.) in Cherkasy region with a weak and average level of organizational structure, and interviewing of the personnel. The problem areas of the companies under study and features of conducting business negotiations based on the data analysis from the questionnaire are identified. The analysis of styles and strategies of negotiations and the formulation of various possible scenarios for their development allow to develop practical recommendations for managers to hold negotiations between interested parties. A situational model for choosing a rational strategy for negotiations is developed. Keywords: interested parties, business negotiations, organizational culture, strategy.
关键词：interested parties; business negotiations; organizational culture; strategy
