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2014 » Papers » Volume 3 » System of managerial indicators used in eLearning for the performance growth of a negotiation process 1. SYSTEM OF MANAGERIAL INDICATORS USED IN ELEARNING FOR THE PERFORMANCE GROWTH OF A NEGOTIATION PROCESS Authors: NITA Mircea Aurel Volume 3 | DOI: 10.12753/2066-026X-14-224 | Pages: 537-542 | Download PDF | Abstract
: Performance negotiator reaches success in negotiation process by following the steps of an algorithm from beginning till the end, with the ability to keep concentrated, to be aware of his position and other partner in negotiation frame. Negotiator should also develop ability to integrate and harmonize the negotiating partners' interests at their own without harming their and his Inner Self coherence. The quantification of the dynamic of a negotiation process, refers to the system of indicators and indices which are used for analysis of a phenomenon and, especially to analyze the efficiency and effectiveness of a process. The present paper underline the importance of desingning a grid of indicators and parameters in negotiation (25 indicators are described, from a total number of 63), which through generalisation, may become standard parameters for any negotiation activity and an instrument for any type of organization which include job description for negotiators, too. The system of indicators is the result of practical experience in applying the proposed indicators and indices within a network of many sales negotiators from a profit-oriented company. It is especially important that every manager, on every hierarchical level, establish a set of objectives that he must reach and also define a set of adequate indicators which would permit him to assess the reaching of those objectives. In the end, every negotiator has his own set of individual objectives as a check list. This set of standard parameters has been designed and used for monitoring the daily, weekly, monthly, yearly performance of a sales negotiator with direct applicability in training for e-learning, by the help of simulate and modeling. | Keywords
negotiation, management system, performance, indicators, indices |
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