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|
Special Educational Personnel, Department of Computer Science and Technology, Faculty of Science and Technology, University of Peloponnese, Pireas, Greece
Assistant Professor, Department of Business Administration, School of Management and Administration, University of the Aegean, Greece
Associate Professor, Department of Mediterranean Studies, School of Humanities, University of the Aegean, Mytilene, Greece
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