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Faculty of Organizational Sciences, University of Belgrade , Belgrade , Serbia
Faculty of Organizational Sciences, University of Belgrade , Belgrade , Serbia
Faculty of Organizational Sciences, University of Belgrade , Belgrade , Serbia
Negotiation is a structured process of communication through which the parties overcome their differences and conflicts, trying to reach an agreement that is acceptable to all. It is also a process where each party tries to gain an advantage for themselves by the end of the negotiation. To ensure success in resolving difficult disputes, negotiators must make strategic decisions about their negotiation approach. Application of game theory concepts and especially strategic moves in the negotiating enables achieving advantage through the change of game rules. Anticipating strategic moves and having turns in mind is part of preparing to negotiate. Many companies made a significant market advantage in negotiations using the right strategic moves. In fact, in today's business environment characterized by strong competition, companies having the ability to implement strategic moves are becoming leaders in their field. This paper introduces and describes different approaches to negotiation. Special attention is payed to the strategic approach as well as to the Prisoner's Dilemma Game and it application to treating negotiators dilema. Three basic types of strategic moves in the negotiations are also presented and explained: power, process, and appreciative moves, but the focus is placed on power moves. We pointed out the importance of applying the strategic moves in the business negotiation process in order to achieve strategic advan.
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