SKILLS OF BUSINESS NEGOTIATIONS

This paper deals with the phenomenon of negotiation as a special form of human resource management, not only as a form of knowledge. The starting point refers to formulation of the concept and definition of negotiation. Under present conditions, business negotiation is manifested as a skill and as a form of art. From a scientific point of view it is necessary to bear in mind that negotiation has several separate but interdependent phases. A business diplomat, by definition, must be a good negotiator who respects the principles of negotiation. In the end certain tips for successful negotiation are outlined. An important component in the negotiating process is communication, which allows for better understanding and open space for exchange of views and arriving at new, creative solutions. It is important to actively listen, to correctly interpret what has been said, to follow nonverbal signals, and so on.

Key words: negotiation, science, art, art principles, communication.

JEL Classification: М19