title: Three-component model of controlling the negotiating process: Theoretical rationale of application practices
metadata.name: dc.contributor.author
metadata.value: Karpenko, Alexandr D.
metadata.lang: -
metadata.name: dc.contributor.author
metadata.value: Strebkov, Aleksandr I.
metadata.lang: -
metadata.name: dc.contributor.author
metadata.value: Aleinikov, Andrey V.
metadata.lang: -
metadata.name: dc.date.accessioned
metadata.value: 2018-09-13T16:20:55Z
metadata.lang: -
metadata.name: dc.date.available
metadata.value: 2018-09-13T16:20:55Z
metadata.lang: -
metadata.name: dc.date.issued
metadata.value: 2018-09
metadata.lang: -
metadata.name: dc.identifier.citation
metadata.value: Karpenko A. D., Strebkov A. I., Aleinikov A. V. Three-component model of controlling the negotiating process: Theoretical rationale of application practices. Vestnik of Saint Petersburg University. Philosophy and Conflict Studies, 2018, vol. 34, issue 3, pp. 414–428.
metadata.lang: en_GB
metadata.name: dc.identifier.other
metadata.value: 10.21638/11701/spbu17.2018.309
metadata.lang: -
metadata.name: dc.identifier.uri
metadata.value: http://hdl.handle.net/11701/14819
metadata.lang: -
metadata.name: dc.description.abstract
metadata.value: The article is devoted to the theoretical substantiation, first applied in the negotiation and
  mediatory practice by the St. Petersburg School of Negotiation and Mediation, the three-component
  control system of the negotiation process, its connections with other important negotiating
  components and Russian features. A modern feature of Russian negotiations is the predominance
  of “tactical” thinking associated with short-term planning due to high uncertainty
  and permanently changing legislation. As a rule, the result of negotiations is the achievement
  of goals and the conclusion of an agreement, which, in fact, are based on unconsciousness of
  the conflict participant’s goals and the fulfillment of the agreement. Simplification of the negotiation
  process in practice is due to its high complexity and variability. The analysis carried
  out by the authors indicates the need for structuring the negotiating process and overcoming
  these two problems. Structuring requires changing approaches to the negotiation process and
  the introduction of management in it. The article proposes the definition of a place of negotiations
  management in the logical sequence of their deployment from the intent of negotiations
  to results: interests — motivation — goals — strategy — tactics of negotiations specified. The
  conceptual meaning of the main terms used in the definition of negotiations is specified. Their
  interdependence is revealed as the negotiation process develops. It is noted that the management
  of negotiations arises after the formation of the strategy. The definition of the negotiations
  management is given. As a necessary clarification of the negotiation theory, a model of
  3-component negotiation management is formulated. It includes organization of processes
  from 3 components: management of communication, content management, and negotiation
  procedure management and is disclosed in the structure of the negotiation process in the form
  of its stages. For each stage are selected constructs of control as objects of control. Management
  objects in real negotiations are disclosed by the subjects of management in each negotiating
  stage. The introduction of management in the negotiation process is of great practical
  importance. It allows streamlining and structuring the negotiation process. Especially, this is
  important for business negotiations due to the involvement of large resources in them and the
  complexity of their conduct.
metadata.lang: en_GB
metadata.name: dc.language.iso
metadata.value: ru
metadata.lang: en_GB
metadata.name: dc.publisher
metadata.value: St Petersburg State University
metadata.lang: en_GB
metadata.name: dc.relation.ispartofseries
metadata.value: Vestnik of St Petersburg University. Philosophy and Conflict Studies;Volume 34; Issue 3
metadata.lang: -
metadata.name: dc.subject
metadata.value: negotiation process
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: negotiation stages
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: management
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: interests
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: goals
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: motivation
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: strategy
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: negotiating tactics
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: 3-component management model
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: communication management process
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: content management process
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: process control of procedure
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: management objects
metadata.lang: en_GB
metadata.name: dc.subject
metadata.value: control items
metadata.lang: en_GB
metadata.name: dc.title
metadata.value: Three-component model of controlling the negotiating process: Theoretical rationale of application practices
metadata.lang: en_GB
metadata.name: dc.type
metadata.value: Article
metadata.lang: en_GB
resources.filename: 09-Karpenko.pdf
resources.url: https://dspace.spbu.ru/bitstream/11701/14819/1/09-Karpenko.pdf
resources.format: Adobe PDF
resources.size: 683,06 kB