NEGOTIATION: STRATEGIC AND TACTICAL ADMISSION

Анотація

In the article it is definite that the negotiations are the process of interaction of several interdependent parties whose purpose is to achieve their own interests. It is Proved that the main achievement in the negotiations is the adoption of appropriate decisions. It is Noted that the solution of the problem is influenced by: relations between the parties; The possibility and reality of the parties ' claims; Personal interests or interests of the team; Effectiveness of intra-group discussions in finding consensus. It has been Revealed that when entering the negotiation process, its participants use different strategies of their management, and the choice of a strategy depends on: the conditions/structure in which negotiations are conducted; Aspiration of the parties to realize each other's interests (ability to listen and be heard); Comprehension and realization of success of negotiations by their participants. It is Proved that for skillful negotiations it is necessary to have a strategy which is realized in tactics. Communication Tactics is the use of speaking speech skills to build a dialogue within the framework of the implemented strategist. It is Noted that this tactic and the ability to choose in a particular situation psychologically effective techniques and skillfully apply them to this interlocutor. It has been Revealed that the purpose of negotiations is to develop a correct and proper attitude to the interlocutor by solving the following tasks: establishing contact with a partner; Organization and formation of pleasant atmosphere of communication; A manifestation of interest in mutual proposals; Establishing the wishes of the other party; Providing a "soft" transition to dialogue.

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