scholarly journals MANAGERIAL ROLES AND FUNCTIONS IN NEGOTIATION PROCESS

2014 ◽  
Vol 12 (1) ◽  
pp. 94-108
Author(s):  
Andrzej W. Kozina
Keyword(s):  
Negotiation Process ◽  
Point Of View ◽  
Methodological Framework ◽  
Managerial Roles ◽  
Negotiation Processes ◽  
Business Negotiations ◽  
The Comparative Study ◽  
A Company ◽  
Negotiation Literature

The paper is focused on negotiation processes performed in a company and presents author’s concept of the description of the roles and functions accomplished by managers within those processes and being of significant importance from the point of view of negotiations’ outcomes. Such a concept aims at providing the analysis and conducting of business negotiations with effective support. Firstly (following introduction), the concept, types, and comprehensive model of such negotiations is presented as a useful methodological framework for specifying managerial roles and functions. Secondly, some classic concepts of those roles are reviewed, drawing special attention to the ones that concern negotiation process. Thirdly, general managerial functions within that process are described. Fourthly, those functions are precised by relating them to typical hierarchical levels. Fifthly, peculiar managerial functions within negotiating team are discussed. Finally, specific issue of the role of manager as a mediator is addressed. Summing up the paper, the crucial areas for subsequent research were pointed out. In order to elaborate the presented concept the author carried out the comparative study of negotiation literature as well as developed his original ideas.

scholarly journals SEMANTICS OF VISUAL PERCEPTION VERBS IN THE ERZYA-MORDVIN AND FINNISH LANGUAGES

2021 ◽  
Vol 15 (1) ◽  
pp. 23-33
Author(s):  
Natalya Michailovna Mosina ◽  
Nina Valentinovna Kazaeva
Keyword(s):  
Visual Perception ◽  
Comparative Study ◽  
Sensory System ◽  
Point Of View ◽  
Leading Role ◽  
Perception Verbs ◽  
Verbal Group ◽  
The Comparative Study ◽  
Gustatory Perception

The subject of this paper is visual perception verbs in the Erzya-Mordvin and Finnish languages from the point of view of their semantic characteristics in comparison. Depending on the leading role of the sensory system, which, along with the visual system, plays a major role in perception, one distinguishes between auditory, tactile, olfactory and gustatory perception. This verbal group has a sensuous level of interrelations. Being verbs of perception, they are aimed at objects that have physical characteristics, whereas many of them are focused on the perception of concepts. In this regard, the verbs of perception develop a polysemy that goes in different directions. The novelty of the research lies in the comparative study of the lexical level of the Erzya-Mordvin and Finnish languages, which will allow us to tackle some theoretic aspects of Finno-Ugric linguistics in the future. The problem associated with the study of the semantics of perception verbs, or perceptual activity, is of relevance. Therefore, the purpose of this research is to describe the structure of the semantic field of verbs of one aspect of perception, namely the visual one: to determine the nuclear and peripheral verbal units using the material of the languages under study; to describe the system of meanings of verbal lexemes in the Erzya and Finnish languages, to analyze the polysemy of the studied verbal group in each of the above languages; to reveal additional semantic connotations in verbal lexemes; of particular interest is also the comparative study of the specifics of expression of the same semantic meaning in the context of far-related languages, in this case, Erzya and Finnish.

International business negotiations in Brazil

2017 ◽  
Vol 32 (4) ◽  
pp. 591-605 ◽  
Author(s):  
Tony Fang ◽  
Josephine Schaumburg ◽  
Daniella Fjellström
Keyword(s):  
International Business ◽  
Large Scale ◽  
Negotiation Process ◽  
Point Of View ◽  
Content Type ◽  
Innovative Strategy ◽  
Multiple Case ◽  
Business Negotiations ◽  
Qualitative Nature

Purpose The purpose of this study was to explore an innovative strategy for studying the Brazilian negotiator’s unique and paradoxical characteristics from a cultural point of view to acquire a better understanding of the nature of international business negotiations in Brazil. Design/methodology/approach The study is of a qualitative nature, using a multiple-case study design at three levels (small-, medium- and large-scale negotiations). Interviews were conducted with Brazilian and German managers to capture the emic–etic view of the Brazilian negotiator. The Strategic Trinity Model was developed to assess the behavior of the Brazilian negotiator in agreement with three metaphors: “African Capoeirista”, “Portuguese Bureaucrat” and “Indigenous Warrior”. Findings The three roles “African Capoeirista”, “Portuguese Bureaucrat” and “Indigenous Warrior” comprised similar as well as contradicting characteristics. The Brazilian negotiator chose naturally and even paradoxically from these role features, effectively negotiating any given situation, context and time. During the pre- and post-negotiation phases, traits of the “African Capoeirista” and “Indigenous Warrior” were the most salient. During the formal negotiation phase, however, the characteristics of the “African Capoeirista” and “Portuguese Bureaucrat” dominated. Research limitations/implications International business negotiations in Brazil call for an in-depth comprehension of the paradoxical roles that local negotiators take on to achieve better negotiation outcomes. Originality/value The present study unveiled the contradicting Brazilian negotiating style in international business negotiations, thus acquiring a better understanding of the negotiation process in the Brazilian market.

scholarly journals GOING CONCERN. THE AUDITOR’S LIABILITY TOWARDS THE LAWFULNESS APPEARANCE

2010 ◽  
Vol 1 (2) ◽  
pp. 278
Author(s):  
Miruna Lucia Nachescu ◽  
Anca Cristina Mataragiu
Keyword(s):  
Financial Statements ◽  
Professional Role ◽  
Point Of View ◽  
Financial Systems ◽  
Going Concern ◽  
Economic Practices ◽  
The Law ◽  
A Company ◽  
Cover Up

The increasing appetite for risk developed by companies as well as their investors lead to economic practices which from the auditor’s point of view should have raised questions in regard to the company’s ability to maintain as a going concern. There was also the lack of appropriate legislation which in the end allowed for a cover up of major exposures to risk and in the end for a trust put in fragile financial systems. Evaluating a company as a going concern the auditor shall have to perform not only rigorous valuations of the company’s exposure to risks but also make sure he adapts its audit procedures to the assessed risks. Appearances are not to be trusted when it comes to an audit of financial statements, as in the end besides the obvious professional role it has, the auditor should also play the role of a fortune-teller or else be prepared to face the law for his negligence.

scholarly journals The Role of the Trade Union within the Framework of Company Restructuring Processes: Current Legislation and Lex Ferenda Proposals

2019 ◽  
Vol 9 (1) ◽  
pp. 70-95
Author(s):  
Edurne Terradillos Ormaetxea
Keyword(s):  
Trade Union ◽  
Trade Unions ◽  
Point Of View ◽  
Spanish Law ◽  
Individual Point ◽  
Specific Proposal ◽  
A Company

The aim of this study is to make a specific proposal regarding the capacity of trade unions to represent the interests of all workers in company restructuring operations. We will particularly refer to the case of companies that do not have workers’ representatives; when a restructuring is going to happen in a company, the Spanish Law requires a period of bargaining; and it is difficult to share that workers, in an individual point of view, can bargain in name of other workers; even if he/she has been elected for this occasion. The method used in this work is focussed in a comparison between the rules trade unions have to negotiate and the treatment of trade unions as representatives of workers in the field of the conflict and the strike. El propósito de este trabajo es hacer una propuesta concreta respecto de la capacidad del sindicato para representar los intereses de todos los trabajadores en el marco de las reorganizaciones de ámbito empresarial, independientemente de la afiliación de aquellos; especialmente nos vamos a referir al caso de las empresas que no cuenten con representantes de los trabajadores. Cuando una empresa comienza una reestructuración en su seno, la ley española exige la apertura de un período de consultas. Parece difícil compartir que los trabajadores, individualmente considerados, puedan negociar en el nombre de otros trabajadores; incluso aunque él/ella haya sido elegido para la ocasión. El método que se utiliza en este trabajo se dirige a comparar las reglas jurídicas sobre la legitimación legal para negociar en la empresa, con el tratamiento deparado a los sindicatos como representantes de los trabajadores para actuar en el marco del conflicto colectivo y la huelga.

scholarly journals THE ROLE OF COMMUNICATION IN THE BUYING AND NEGOTIATION PROCESS

2021 ◽  
Vol 5 (1) ◽  
pp. 30
Author(s):  
Oktri Permata Lani
Keyword(s):  
Price Competition ◽  
Research Method ◽  
Spare Parts ◽  
Negotiation Process ◽  
Standard Quality ◽  
And Behavior ◽  
Attitudes And Behavior ◽  
A Company

Individuals and individuals who are members of an organization cannot achieve their goals and cannot even carry out their lives if they do not cooperate with other parties. Today, competition among companies in Indonesia is growing, especially in the sale of cars and spare parts. These symptoms can be seen from the price competition for cars and spare parts which vary greatly from one company to another, namely from low prices with standard quality to high prices with good quality. This is what makes a company compete to improve the quality of basic car materials and spare parts at prices that are affordable by the community. Negotiation is a process of interaction in an offer made by two or more parties, who want to achieve their respective interests and realize that in order to achieve all of their interests, they must relate to each other and direct each other's interests in order to achieve the benefit of all parties. In this case, the agreement between the two parties on the price quote is carried out by the customer and the company's negotiator. Based on the background of the problem described above, the authors formulate the main problem as follows: "What is the role of communication in the process of buying and selling negotiations". From the formulation of the problem that has been described above, the researcher wants to achieve a goal in this study. The purpose of this research, is to determine the role of communication in the process of buying and selling negotiations and to determine the barriers to communication. This research method uses a literature review. Communication is a process, namely the process of conveying thoughts or feelings by someone (the communicator) to another person (the communicant) to change the opinions, attitudes and behavior of others. By communicating, humans can convey their experiences, desires, and feelings to others directly or through the means or media they have. Through communication individuals can plan their future, form groups for cooperation, convey information, opinions, ideas, concepts, knowledge and change attitudes. To achieve effective and efficient negotiations is not as easy as people imagine. Many things must be considered in communicating so that messages or statements conveyed to others can be understood and understood.

scholarly journals Agree or Disagree? On the Role of Negotiations for the Valuation of Business Enterprises

2019 ◽  
Vol 21 (4) ◽  
pp. 315-338 ◽  
Author(s):  
Florian Follert ◽  
Jeffrey Herbener ◽  
Michael Olbrich ◽  
David Rapp
Keyword(s):  
Investment Decision ◽  
Negotiation Process ◽  
Austrian Economics ◽  
Market Prices ◽  
Terra Incognita ◽  
Investment Appraisal ◽  
Negotiation Tactics ◽  
A Company ◽  
Marginal Price

In the division of labor, economizing valuations require an appraisement of the structure of market prices of goods beforehand. Yet, investment decisions concerning the purchase of an entire business enterprise, for example, necessitate considerations beyond appraisement. An economizing valuation of businesses must be based upon both appraisement and a genuine investment appraisal which provides the valuing person with the marginal price he can barely accept. However, even though the computation of this marginal price is a necessary step towards an economizing investment decision, it is still not sufficient. In case of a company purchase, the price to be paid is unknown beforehand. Therefore, an economizing valuation of firms not only requires both appraisement and investment appraisal but also a negotiation of the final price to be paid. Because the corresponding negotiation process must be characterized as a terra incognita in Austrian economics, this paper investigates in depth the negotiation between the involved parties as the final step towards their economizing valuations and discusses purposive negotiation tactics.

Relational business negotiation – propositions based on an interactional perspective

2020 ◽  
Vol 35 (5) ◽  
pp. 925-937
Author(s):  
Jens Ola Eklinder-Frick ◽  
Lars-Johan Åge
Keyword(s):  
Empirical Studies ◽  
Good Reason ◽  
Linear Process ◽  
Negotiation Process ◽  
Future Research ◽  
Alternative View ◽  
Content Type ◽  
Business Negotiation ◽  
Business Negotiations ◽  
Negotiation Literature

Purpose Historically, a transactional perspective has dominated the business negotiation literature. This perspective includes the notions that business negotiations are a linear process that follows episodic or stage models, business negotiations are geared toward an outcome in the form of a one-time transaction, business negotiations focus on a single negotiator or negotiation in a dyad and the research has historically viewed negotiation as a “zero-sum” game. Inspired by a long tradition of empirical studies of business relationships, there is good reason to apply a conceptual analysis to challenge these four assumptions and propose an alternative view on the negotiation process. The purpose of this paper is to contrast how aspects of business negotiations are commonly conceptualized with the industrial marketing and purchasing (IMP) perspective and develop propositions that will contribute to future research by offering guidelines for the development of business negotiation literature. Design/methodology/approach To contribute to a discussion on the relation between conceptualization and research results, definitions within the existing literature regarding business negotiation are contrasted with similar definitions of concepts from the IMP perspective. Findings Four propositions have been formulated that further the conceptual understanding of business negotiation. Moreover, a need for future methodological deliberations is demonstrated, and suggestions for future research in the field are offered. Originality/value Introducing a relational perspective into the conceptually rather underdeveloped stream of research would help to develop the existing critique within the business negotiation literature of its transactional, linear and dyadic focus.

scholarly journals The role of company’s top officials in corporate communications

2020 ◽  
Vol 18 (3) ◽  
pp. 255-267
Author(s):  
Yevhen Tsymbalenko ◽  
Dmytro Oltarzhevskyi ◽  
Lesya Horodenko ◽  
Olha Oltarzhevska
Keyword(s):  
Descriptive Analysis ◽  
Business Owners ◽  
Point Of View ◽  
Corporate Communications ◽  
Significant Component ◽  
Corporate Websites ◽  
Top Managers ◽  
A Company ◽  
Corporate Blog

In contemporary society, corporate communications are becoming an increasingly important and significant component of management. This field includes not only building an external and internal image of a company but also interacting with stakeholders and achieving business aims. This research aims to define the potential and features of company’s top officials (owners, CEOs, presidents, and other top managers) involvement in corporate communications and representing a business. It is based on the content analysis of corporate websites of the first 100 international companies from the Forbes list. The study demonstrated that most (62%) world successful firms involve their owners, CEOs, and top managers in corporate communications as speakers. At the same time, business owners appear on corporate websites less often (only 2%). CEOs engage in such communications in 47% of cases. Most often, other authorized representatives are speakers of companies (51%). A descriptive analysis of topics helped to distinguish the most common types of texts: formal ideological speeches, corporate news, corporate blog texts, and personalized corporate storytelling. Most texts are posted on corporate websites in the News chapter (28%). This suggests that news as a genre may be the most appropriate form of communication on behalf of management. Thus, some recommendations are proposed regarding the participation of top officials as speakers. From a practical point of view, companies can be guided by the outcomes of this research when deciding to engage their leaders in corporate communications.

scholarly journals From Goods to Services and from Linear to Circular: The Role of Servitization’s Challenges and Drivers in the Shifting Process

2021 ◽  
Vol 13 (8) ◽  
pp. 4539
Author(s):  
David Hidalgo-Carvajal ◽  
Ruth Carrasco-Gallego ◽  
Gustavo Morales-Alonso
Keyword(s):  
Sustainable Development Goals ◽  
Point Of View ◽  
Common Language ◽  
Collective Effort ◽  
Classification Framework ◽  
Development Goals ◽  
Traditional Paradigm ◽  
A Company

To move closer to achieving the United Nations’ Sustainable Development Goals (SDGs), a change from the traditional paradigm of the linear economy towards the circular economy is of paramount importance. One of the key promoters of this shift is servitization, which involves a shift from a purely transactional product-selling model to customer satisfaction through providing the service inherent to the product. Although servitization is a promising field for academics and practitioners, its adoption faces different challenges and drivers that need to be understood and addressed. A latent issue is the lack of common language around the topic. In the present study, a systematic literature review has been conducted to allow the identification and classification of the main challenges and drivers. Based on the findings, we propose a classification framework that identifies, classifies, and groups common challenges and drivers to different areas of knowledge on servitization through intensity heat maps. From a managerial point of view, our results highlight the importance of embracing servitization as a collective effort from the different departments within a company.

Elucidation of block boundaries as the dissolution channels in hydrated cement

1978 ◽  
Vol 36 (1) ◽  
pp. 484-485
Author(s):  
N.V. Belov ◽  
U.I. Papiashwili ◽  
B.E. Yudovich
Keyword(s):  
Liquid Phase ◽  
Grain Boundaries ◽  
Benzoyl Peroxide ◽  
Phase Contrast ◽  
Active Role ◽  
Point Of View ◽  
Hardened Cement ◽  
Hydrated Cement ◽  
Hardened Cement Paste

It has been almost universally adopted that dissolution of solids proceeds with development of uniform, continuous frontiers of reaction.However this point of view is doubtful / 1 /. E.g. we have proved the active role of the block (grain) boundaries in the main phases of cement, these boundaries being the areas of hydrate phases' nucleation / 2 /. It has brought to the supposition that the dissolution frontier of cement particles in water is discrete. It seems also probable that the dissolution proceeds through the channels, which serve both for the liquid phase movement and for the drainage of the incongruant solution products. These channels can be appeared along the block boundaries.In order to demonsrate it, we have offered the method of phase-contrast impregnation of the hardened cement paste with the solution of methyl metacrylahe and benzoyl peroxide. The viscosity of this solution is equal to that of water.

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