Determination of the time and quality frame of the bussines negotiation process and its internal structure |
What does it mean to negotiate in the world of business, anyway? Is this essentially the same conceptual framewok or is it entirely something else? Both theory and practice maintain that it is absolutely the same relationship between two or more parties looking to reach agreement on a set of issues, who have a deep understanding of the similarities and differences of their own interests led by the desire to be mutually defeated or fulfilled. What is different is the subject matter of negotiation which is defined by the specific field it belongs to. The main motive is by and large the profit that leads to a privileged social status, but also to allienation. However, there are other motives. Old clothes, paper, iron can also be a subject matter of business negotiations to companies that negotiate with the suppliers of these goods. It seems that in cases like these profit is not the primary motive. Nevertheless, the elements of negotiation to reach divergent interests are present in each case. Even in the most simple case of a pauper who rings at your doorbell offering to clean out the trash for a minimal compensation you can find the the same elements of negotiation that are present in negotiations used by large corporations in large transactions. The parties involved in the negotiations, their interests, demands, positions, the negotiation climate, the social rank of the negotiating parties are all factors that determine the particulars of the negotiation process. Let us not forget that even the local businessman ensures better placement of his goods/products/services by ‘knocking at the door’ of the more powerful entrepreneur to gain a broader market representation.
Dragan Gruevski |