The Negotiators’ Training Variable During the Initial Stage of Business Negotiation

By Damianos Sakas, Nikolaos Konstantopoulos and Ioannis Seimenis.

Published by The Social Sciences Collection

Format Price
Article: Print $US10.00
Article: Electronic $US5.00

This paper focuses on the role of the negotiators’ training variable during the initial stage of negotiations, which is part of the business negotiation process. This role is studied through three variables: the negotiators’ wish for coordinated training in the negotiations field, the negotiators’ perception of the importance of training during the initial stage of the negotiation, and, finally, the strategy planning that each “negotiator” thinks that they do at the beginning of negotiations for every negotiation process. The results obtained by using software indicate the contribution of each particular variable to the initial stage of the negotiation.

Keywords: Negotiation, Communication, Business, Software

International Journal of Interdisciplinary Social Sciences, Volume 3, Issue 1, pp.47-58. Article: Print (Spiral Bound). Article: Electronic (PDF File; 624.937KB).

Dr. Damianos Sakas

Special Educational Personnel, Department of Computer Science and Technology, Faculty of Science and Technology, University of Peloponnese, Pireas, Greece

Dr. Damianos Sakas is member of instructive personnel of University Peloponnese. In the past, he has served in the Press and Communication office of Greek Prime Minister and has academic background and previous experience in Anonymous Companies, in relation with the Administration of Enterprises. His inquiring fields are in Negotiation, Business Communication and Knowledge Management.

Dr. Nikolaos Konstantopoulos

Assistant Professor, Department of Business Administration, School of Management and Administration, University of the Aegean, Greece

Dr. Nikolaos Konstantopoulos is Assistant Professor στο University of the Aegean. In the past he has been Director of Communication and Human Resources in anonymous companies. His inquiring interests are Strategic Management, Entrepreneurship, Business Organization, Negotiation

Dr. Ioannis Seimenis

Associate Professor, Department of Mediterranean Studies, School of Humanities, University of the Aegean, Mytilene, Greece

Dr. Ioannis A. Seimenis is Associate Professor in University of the Aegean. He is Vice – Rector for Finance and Development in university of the Aegean. His inquiring interests are European Mediterranean Relationship and Science Methods.


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