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Negotiations (negotiation)

use the Term onerning interations, in to- join omplex sots. Units, suh as the ompanies or gos-, for the deision of numerous questions. A ruby and Brown the tenders and negotiations as define proess by means of whih two or more parties try to agree that everyone should give and take, or exeute and reeive, as a result of the transation onluded between them .

the Ruby and Brown offer strutural and soially-psyhologial harateristis of trunk-all attitudes.

. Presene in negotiating proess at least two parties.

. xistene of the onflit of interests on one or more questions between agreeing parties (or between representatives of one party).

. Presene of voluntary attitudes between the parties, irrespetive of the previous experiene or aquaintane with eah other. Besides the parties should onsider, that they an lose more rather than to win that will not ooperate with eah other.

. Negotiations are atively onduted around of distribution of one or a lot of speifi resoures, an exhange of resoures and-or the santion of one or greater number of not lear questions. The result of negotiations assumes interdependene or the ompromise.

. Trunk-all ativity jav-sja more likely onseutive, rather than simultaneous, t. e. The formulation of requirements or offers of one party is followed, as a rule, with their estimation dr. The partiipant (partiipants), to-paradise entails onessions or ounteroffers.

most widely at studying negotiating proess by a paradigm the game simulating a situation of the tenders from a real life is used. The ruby and Brown is onsidered with four versions of suh games widely applied in soially-psyhologial issled.

Beause of strutural distintions in eah situation, these games simulate real onditions of negotiations, varying them in a various degree. In view of the restritions, they provide paradigms for studying set of the tenders of dependent and independent variables onneted with a situation, vkljuh. Number of the parties partiipating in negotiations, plaes of arrying out of the negotiations, ways of the ommuniations aessible to the parties, time frameworks and a kind of ompensation.

see also Is administrative-labour attitudes

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