მოლაპარაკების პროცესში მხარეების ურთიერთზეგავლენა და პოზიციის შენარჩუნება

In recent years, the importance of business negotiations has increased, as the opposing parties are
trying to meet their needs by using different behavioral strategies and tactics in condition of arisen
from the interests differences between the parties. Negotiation is a tool that can assist the parties on
the basis of their interests, which require not only the deep knowledge of negotiating techniques but
also the competence of people in relationships. By means of negotiations, people who have different,
needs and interests they are able to reach agreement even before making consesus. That's why I
decided to research the negotiating strategies and define the role that influences the effective
negotiations.
In order to achieve the goal I reviewed the following tasks: To determine the importance of the
personal style of the negotiating parties, the effectiveness of the personal goal for the parties to make
successful negotiations; Role of employment, determination of time and gender in the negotiation
process to care for the development of negotiation skills.
The topic of the research were the effective negotiation skills and the role of influence. The research
object was 230 citizens employed in public and private sectors, who were questioned as a result of
the questionnaire, as well as role-playing games involving 25 persons employed by tourist companies
and civil servants where simulation method and analysis were used.
Based on the process of questioning, the first hypothesis of the research was partially justified in
determining the role of employment sphere, to care for the development of negotiation skills. As for
the next hypothesis that gender is the basis for different concepts to determine the factor of achieving
effective negotiation has not been proven. We need to note that quantitative research has shown a
weak correlation between the intensity of behavior and age changes revealed in the negotiation
process.