THE CONCEPT OF “EFFICIENCY” IN THE MANAGEMENT OF THE NEGOTIATION PROCESS

P. Y. Gurushkin, I. S. Lysenko

Abstract


In the system of social relations conflicts are an important determinant of human activity. At the same time, negotiations are its integral attribute in the process of regulation of social contradictions. Regardless of the level of negotiations, whether it is bargaining on the market for a certain product or the solution of military-strategic international tasks — the question arises about the effectiveness of this process. How much we will spend, what we will get as a result, how to estimate it and how long it will take — the most important issues that arise in an attempt to analyze the result of any negotiations. The evaluation characteristics of the high or low effectiveness of the negotiations are based, at best, on qualitative methods, at worst — on a descriptive evaluation of the outcome, which is based on two criteria: agreement between the parties and satisfaction with the process. Both indicators can indeed provide some information about the change in the balance of power, whether or not the goals are achieved, etc. However, in this case, important variables such as time, material costs and reputation are not taken into account. Can satisfaction with the result (even of all the agents of the conflict) be considered the main criterion for the effectiveness of the negotiation process? The article is devoted to the analysis of modern approaches to the concepts of “efficiency” and “effectiveness”, as well as to the study of the applicability of these phenomena in the context of the evaluation of the negotiation process.

Keywords


negotiation; negotiation process; effective negotiation; managing conflict

References


Хейне П., Боуттке П.Д., Причитко Д.Л. Экономический образ мышления. Новости, 1991.

Heine, P., Bouttke, P., Prichitko, D. The economic way of thinking, Novosti, 1991. (In Russ.)

Евдокимова Т.В. Анализ генезиса теоретических подходов к понятию и оценке эффективности // Вестник Томского государственного университета. Экономика. 2013. № 3 (23).

Evdokimova, T.V. Analysis of the Genesis of theoretical approaches to the concept and evaluation of efficiency, in Vestnik of Tomskiy university, Economic, 2013, No. 3 (23). (In Russ.)

Тикин В.С. Эффективность-не коэффициент // Экономические науки. 2009. № 7.

Tikin, V.S. Efficiency is not a factor, in Economic sciences, 2009, No. 7. (In Russ.)

Горчакова Е.Н., Поклонский Ф.Е. Качество, результативность, эффективность, квалитативность: терминологические аспекты // Экономика промышленности. 2009. № 1 (44).

Gorchakova, E.N., Poklonskiy, F.E. Quality, efficiency, effectiveness, quality: terminological aspects, in Economica promishlennosty, 2009, No. 1 (44). (In Russ.)

Лебедева М.М. Политическое урегулирование конфликтов: подходы, решения, технологии. Аспект Пресс, 1997.

Lebedeva, M.M. Political conflict resolution: approaches, solutions, technologies, Aspect Press, 1997. (In Russ.)

Даймонд С. Переговоры, которые работают. 12 стратегий, которые помогут вам получить больше в любой ситуации. Манн, Иванов и Фербер, 2011.

Diamond, S. Negotiations that work. 12 strategies to help you get more in any situation, Mann, Ivanov, Ferber, 2011. (In Russ.)

Brett J.F., Pinkley R.L., Jackofsky E.F. Alternatives to having a BATNA in dyadic negotiation: The influence of goals, self-efficacy, and alternatives on negotiated outcomes, in International Journal of Conflict Management, 1996, Т. 7, No. 2.

Зинчук Е.В., Сущева М.М. Использование наилучшей альтернативы обсуждаемому соглашению (наос) в переговорах // Евразийский союз ученых. 2014. № 8–2.

Zinchuk, E.V., Sushcheva, M.M. Use of the best alternative to the negotiated agreement (BATNA) in negotiations, in Eurasian Union Scientists, 2014, No. 8–2. (In Russ.)

Raiffa, H. Post-settlement settlements, in Negotiation Journal, 1985, Vol. 1, No. 1.

Кэмп Д. Сначала скажите «нет». Секреты профессиональных переговорщиков. Litres, 2017.

Camp, D. Say no first. Secrets of professional negotiators, Litres, 2017. (In Russ.)

Герасина Д.А. Методы оценки деловой репутации // Евразийское научное объединение. 2015. Т. 2. № 7.

Gerasina, D.A. Methods of business reputation assessment, in Eurasian Scientific Association, 2015, Vol. 2, No. 7. (In Russ.)

Dowling, G. Creating corporate reputations: Identity, image and performance: Identity, image and performance, OUP Oxford, 2000.




DOI: http://dx.doi.org/10.31312/2310-6085-2019-14-3-19-32

Refbacks

  • There are currently no refbacks.