Gruioiu Andreea SGRU , Anul II Conflict i negociere n organizaii -Proiect-

Druckman, Daniel i Mara Olekalns. 2008. Emotions in negotiation. Group Decision and Negociation 2008. (17): 1-11. Acest articol cuprinde cercetrile recente care vizeaz modul n care emoiile influeneaz cursul unei negocieri, att n viaa cotidian, ct i n organizaii. Articolul prezint o cercetare referitoare la studiul a dou emotii primare utilizate n negociere: fericirea i mnia, i aspecte strategice pozitive ale amndurora n mediul organizaional. Articolul mai cuprinde i detalii referitoare la stereotipurile de gen referitoare la stilul de a negocia al femeilor i brbailor.

Welbourne, Theresa M. i Manuela Pardo-del-Val. 2009. Relational Capital: Strategic Advantage for Small and Medium-Size Enterprises (SMEs) Through Negotiation and Collaboration. Group Decision and Negotiation 2009. (18): 483-497. Acest articol se concentreaz pe importana capitalului relaional n negocierea din organizaiile mici i medii i subliniaz c nu capitalul uman n sine este valoros, ci relaiile pe care oamenii le creeaz sunt inimitabile i reprezint cel mai important capital. Studiul exploratoriu realizat de ctre autorii articolului sugereaz c n procesul de negociere, firmele mai mici pun accentul pe capitalul relaional, pe cooperarea dintre indivizi, ntr-o mai mare msur dect firmele mari.

Martinovski, Bilyana, David Traumand i Stacy Marsella. 2007. Rejection of Empathy in Negotiation. Group Decision and Negotiation 2007. (16): 6176.

Acest articol subliniaz importana ncrederii n procesul de negociere, ca o calitate esenial n dezvoltarea indivizilor, a organizaiilor i a societilor, unde empatia are un rol cheie, tocmai n formarea acestei ncrederi. ncrederea i empatia au cptat o importan din ce n ce mai mare n studiile legate de negociere. Cu toate acestea, empatia poate fi respins, ceea ce complic negocierea propriu-zis, ns gestionat corect, poate reprezenta o faz in negociere, i nu un eec al acesteia.

Yifeng, Chen Nancy, Dean Tjosvold i Wu Peiguan. 2008. Effects of warm-heartedness and reward distribution on negotiation. Group Decision and Negotiation 2008. (17):79-96. Acest articol detaliaz rezultatele unui experiment al crui obiectiv principal a fost identificarea condiiilor i dinamicii prin care managerii strini i angajaii locali pot negocia diferenele lor n mod integrativ. Experimentul a avut un eantion de 120 de participani din China, iar rezultatele acestuia relev c managerii strini care au comunicat cu bunvoin cu angajaii, comparativ cu cei care au comunicat cu indiferen, au avut o relaie de cooperare, de calitate cu managerul, fiind ncreztori n vederea unei colaborri viitoare. Prin introducerea unui sistem de structurare reciproc a recompenselor propus de managerii strini, angajaii au gsit ideile managerului lor ca fiind rezonabile i au concluzionat c acesta este un lider eficace.

Gherca, Eugen i Gabriela Gherca. 1999. Medierea conflictelor Aceasta carte prezint aspecte referitoare la negociere i medierea conflictelor, printre care regasim comunicarea eficient, bariere ale comunicrii, importana ascultrii n procesele de comunicare i negociere, moduri de gestionare, mediere i rezolvare a conflictelor. n carte mai regsim i strategii de comunicare si negociere cu ceilalti, insa si exercitii practice care pot fi inserate ntr-un teambuilding n care angajaii dintr-o organizaie particip, tocmai n ideea de a media conflictele i de a nva s negocieze pentru a ajunge la rezultatele cele mai bune pentru ambele prti, fie ele echipe, grupuri diferite, sau membrii aceleiai echipe sau grup.

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