摘要：It is considered that during the last 20 percent of the negotiation process participants make as much as 80 percent of all concessions, whereas during the Þrst 20 percent of the negotiation time they are wasting their time. We conducted analyses of the processes of negotiations of 19 negotiation role-playing games. The analyses were conducted on the basis of the Dynamical Negotiation Network (DNN) model. The results prove that during the early stages of a negotiation important processes take place, which influence the Þnal outcome of the negotiation.
其他摘要：Uwaza sie, ie podczas ostatnich 20% czasu negocjacji dokonywanych jest 80% wszystkich ustepstw, a pod-czas pierwszych 80% czasu rozmow negocjatorzy marnuja czas. Przeprowadzono analizy 19 negocjacyj-nych gier symulacyjnych i dokonano analizy dynamiki proc
关键词：negotiation dynamics;Dynamical Negotiation Network;negotiation;conflict;communication;social psychology;semantic networks;complex systems
其他关键词：dynamika negocjaciji;Dynamiczne Sieci Negocjacji;negocjacje;konfikt;komunikacja;psychologia spoleczna;sieci semantyczne;uklady zlozone
