ࡱ>    q` bjbjqPqPW2::%O &p p p  ::: ;8<$(, ;pt2\2 fP"PPPpDžË3o5o5o5o5o5o5o$uh xTYo:Îi*pÎÎYo PP+*tÎ "P:P3oÎ3o9-t :CPP2 pfgcnW=\Mt!@t0pt=D^xѬ^xC^x:D ÎÎÎYoYopÎÎÎptÎÎÎÎ ; ; ; ; ; ; ; ; ;  5@53>2>@K 8;LO< 0AB5=1@C: 0AB5=1@C: . 5@53>2>@K.  0;C30: 0;C6A:89 =AB8BCB A>F8>;>388, 1993.  175 A. ISBN 0-631-16348-4 >A=>20=0 =0 10-;5B=5< CA?5H=>< >?KB5; ?>:07K205B, :0: <>6=> 2K83@0BL ?@8 ?><>I8 :>=A5=ACA0; ?@54;0305B MDD5:B82=K5 ?5@53>2>@=K5 B0:B8:8; A2O7K205B ?@0:B8G5A:85 A>25BK A B5>@859; A>45@68B @5:><5=40F88 ?> 0:B82=><C B@5=8=3C. 5@52>4 A 0=3;89A:>3>: . 5<5=BL520 0CG=K9 @540:B>@: 4>:B>@ D8;>A>DA:8E =0C: . 09F52 ><?LNB5@=>5 >D>@<;5=85: . A8?>20 "5E. @540:B>@ . 5<5=BL520 >@@5:B>@ . A8?>20 !40=> 2 =01>@ 11.01.93. >4?8A0=> : ?5G0B8 A >@838=0;-<0:5B0 18.03.93. #A;. ?5G. ;. 10,23. 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alero H. H. Winning the Negotiation. New York, Hawthorn Book, 1979. Coffin R. A. The Negotiator: A Manual for Winners. New York, Amacon, 1973. Cohen H. You Can Negotiate Anything. New York, Bentam, 1982. Karras C. L. The Negotiating Game. New York, Thomas Crowell, 1970. Karras !. L. Give and Take: The Complete Guide to Negotiating Strategies and Tactics. New York, Thomas Crowell, 1974. Nierenberg G. I. How to Read a Person Like a Book. New York, Hawthorn Book, 1971. Nierenberg G. I. The Art of Negotiation Psychological Strategies for Gaining Advantageous Bargains. New York, Hawthorn Book, 1968. Ringer J. J. Winning through Intimidation. Los Angeles, Los Angeles Book Publishers Co., 1973. Scheerer H. Die Kunst erfolgeich zu verhandeln (The Art of Successful Negotiating). Kissing, Weka-Verlag, 1980. (126:) 2B>@K MB>3> =0?@02;5=8O ?@>?>254CNB 157CA;>2=K9 CA?5E 2 ?5@53>2>@0E, 8E @01>BK 45;0NB G8B0B5;O B>;L:> ?>1548B5;5<. 0 >1;>6:5 :=838 >E5=0 2K ?@>GB5B5: ;CGH89 2 <8@5 ?5@53>2>@=8: @0AA:065B 20<, :0: 4>18BLAO B>3>, GB> 2K E>B8B5.  @01>B0E MB>3> =0?@02;5=8O 4><8=8@C5B B5<0 A0<>C25@5==>AB8, ?@8 ?><>I8 :>B>@>9 <>6=> >45@60BL ?>154C =04 A2>8< A>A54><, 40 5I5 B0:, GB>1K >= >1 MB>< =5 4>3040;AO 8 =5 A<>3 20< ?@>B82>AB>OBL. 8=35@ 65 A2>59 :=83>9 ?@527>H5; 2A5E  2 4>102;5=85 : 3>2>@OI5<C 70 A51O =0720=8N >1540 G5@57 70?C3820=85 >= 3>2>@8B: @>G8B09B5 MBC :=83C 8 A@07C 65 =0G8=09B5 ?>15640BL. 2B>@K >AB0;L=KE :=83 ?@87=0NB ACI5AB2>20=85 2708<>7028A8<>AB8 <564C ?5@53>2>@=8:0<8, ?@87K20NB 8E ?@845@6820BLAO AB@0B5388 ?>1540-?>1540. (5@5@, =025@=>5, A0<K9 O@:89 AB>@>==8: MB>3> ?>4E>40 : ?5@53>2>@0< 2 53> :=835 ?@0:B8G5A:8 =52>7<>6=> >B;8G8BL A>B@C4=8G5AB2> >B ?5@53>2>@>2. !>45@60=85 :=83 40==>3> =0?@02;5=8O 2 1>;LH8=AB25 A2>5< A>AB>8B 87 ?@028; 8 ?@0:B8G5A:8E B0:B8:. >;LH5 2A5E 2 MB>< ?@5CA?5; 0@@0A (1974), :>B>@K9 40; >:>;> 200 A>25B>2 8 @5:><5=40F89 2 A2>59 :=835. =838 ?5@2>3> =0?@02;5=8O A>45@60B <0AAC ?@8<5@>2 8 ?@0:B8G5A:>3> <0B5@80;0, GB> 45;05B 8E ;53:>G8B05<K<8 8 ?>?C;O@=K<8 B0:, =0?@8<5@, :=830 >E5=0 G5BK@5 <5AOF0 1K;0 2 A?8A:5 15ABA5;;5@>2 2 LN->@: "09<5, 8=35@ ?@>45@60;AO B0< 2>A5<L <5AOF52. 'B5=85 B0:>3> @>40 70E20BK205B 8 >?@545;5==> A>45@68B 2 A515 @O4 8=B5@5A=KE 8459. 0: 60;L, GB> 8458 MB8 15AA8AB5<=K 8 =>AOB >4=C =0?@02;5==>ABL  ?@0:B8G5A:CN. ! G53> =0G0BL, 5A;8 ?5@54 20<8 ;8AB, A>45@60I89 200 B0:B8:, @0A?>;>65==KE 2 0;D028B=>< ?>@O4:5?  MB>9 A8BC0F88 >G5=L ?@>AB> 70 45@52LO<8 =5 C2845BL ;5A0. CGH5 1K;> 1K, 5A;8 1K B0:B8:8 1K;8 @0718BK =0 >?@545;5==>5 G8A;> 2708<>A2O70==KE :0B53>@89, A>AB02;ONI8E <>45;L ?5@53>2>@>2, 8 1K;8 A=0165=K :><<5=B0@8O<8 ?> 8E ?@8<5=5=8N.  1>;LH8=AB25 :=83 B0:B8:8 @0A:;0AA8D8F8@>20=K =0 =5:>B>@>5 :>;8G5AB2> :0B53>@89. > MB> =8A:>;L:> =5 >1;53G05B CG0ABL ?5@53>2>@=8:0  =5B 5I5 A>3;0A>20==>AB8 8 ?>A;54>20B5;L=>AB8. ;NA :> 2A5<C, 02B>@K 8A?>;L7CNB =0C:8, 87CG0NI85 ?>2545=85 G5;>25:0, 2 :0G5AB25 B5>@5B8G5A:>9 >A=>2K. 5:>B>@K5 87 02B>@>2 :;04CB 2 >A=>2C A2>8E :=83 ?@8=F8? 2>7@0AB0NI8E ?>B@51=>AB59, @07@01>B0==K9 0A;>C, (5@5@ 8A?>;L7C5B B@0=A0:F8>=0;L=K9 0=0;87, 0@@0A (1970) 2 A2>8E @01>B0E 8A?>;L7>20; ?>2545=G5A:85 <>45;8. ?OBL-B0:8, 8A?>;L7>20;AO MB>B <0B5@8; 87>;8@>20==>, 8=B53@0F88 B5>@88 8 ?@0:B8:8 2 =8E =5B. !> 2@5<5=5< ?>4E>4 MB>B 4>AB83 A2>53> 0?>35O 2 42CE A;54CNI8E @01>B0E: Fisher R. and Ury W. Getting to Yes. 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"0:8< >1@07><, ?>2545=85 2 ?5@53>2>@0E >?@545;O5BAO :>;8G5AB25==K<8 ?0@0<5B@0<8. 1JOA=5=8N, 0=0;87C B>3> 8;8 8=>3> 2840 2708<>>B=>H5=89 C45;O5BAO A@02=8B5;L=> <0;> 2=8<0=8O. 1A>;NB=> =5 OA=>, GB> 45;0BL A MB8<8 2708<>>B=>H5=8O<8. 5A<>B@O =0 =0;8G85 =5:>B>@>3> :>;8G5AB20 @5:><5=40F89 2 MB8E @01>B0E, @5:><5=40F88 MB8 2 1>;LH8=AB25 A;CG052 ?@54=07=0G5=K 4;O ?@>AB59H8E ?5@53>2>@=KE A8BC0F89. (48= 87 =081>;55 G0AB> 8A?>;L7C5<KE <5B>4>2 8AA;54>20=8O  B0: =07K205<0O 48;5<<0 70:;NG5==>3> <5B>4, AB8;87>20==K9 2 1>;LH59 <5@5, A M;5<5=B0<8 83@K, A >3@0=8G5==K< :>;8G5AB2>< 0;LB5@=0B82 4;O CG0AB=8:0). AB0;L=K5 ?5@5<5==K5, :>B>@KE, =04> A:070BL, >G5=L <=>3>, @0AA<0B@820NBAO :0: :>=AB0=BK. 5 A>2A5< ?>=OB=>, 2 G5< F5==>ABL >B:@KB8O, 5A;8 ?>AB>O==K5 D0:B>@K 2>2A5 8 =5 ?>AB>O==K5, 0 20@L8@CNBAO 2 7028A8<>AB8 >B A8BC0F88. !0<K9 3;02=K9 =54>AB0B>:, ?>-<>5<C, A>AB>8B 2 A;54CNI5<: 4065 5A;8 1K <K A5@L57=> >B=5A;8AL : MB8< 500 8AA;54>20=8O<, 4065 5A;8 1K <K A;54>20;8 ?@54;>65==K< 2 =8E @5:><5=40F8O<, <K =8:C40 1K =5 ?@8H;8 A 8E ?><>ILN! 708<>>B=>H5=8O, CAB0=>2;5==K5 2 =8E, 8458, 4>AB>9=K5 2AOG5A:8E ?>E20;, ?@54AB02;ONBAO <=5 ?>;=59H8< =03@><>645=85<. 5B H8@>:8E 273;O4>2, 2=CB@5==59 ?>A;54>20B5;L=>AB8, A8AB5<=>AB8. 5:>B>@K5 87 CG5=KE B5H0B A51O =04564>9, GB> A> 2@5<5=5< 8E >B:@KB8O A0<> A>1>9 ?@84CB 2 A>3;0A85, :0: G0AB8 A:;04=>9 83@CH:8. 04564K MB8, :0: ?>:07K205B 687=L  BI5B=K, =5A<>B@O =0 =5:>B>@K5 ?>?KB:8 ?@840BL B@C40< MB>3> =0?@02;5=8O A>3;0A>20==>ABL. >B 425 :=838, 2 :>B>@KE ?>?KB:0 A>3;0A>20BL <0B5@80; ?@>A<0B@8205BAO O2=>: Morly J. and Stephenson G. 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artos . J. Process and Outcomes of Negotiations /New York, Columbia University Press, 1974. 0 MBC 65 B5<C 1K; =0?8A0= @O4 <>=>3@0D89. >B =5:>B>@K5 87 =8E: Harsany J. !. Rational Behavior and Bargaining Equilibrium in Games and Social Situations /New York, Cambridge University Press, 1977. Rapoport A. Two-Person Game Theory /Ann Arbor, University of Michigan Press, 1966. Young P. R. (ed.). 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"5<, :B> E>B5; 1K ?>7=0:><8BLAO A =>28=:0<8 2 >1;0AB8 ;8B5@0BC@K ?> ?5@53>2>@0<, O ?>A>25BCN >1@0B8BLAO : the Negotiation Journal, On the Process of Dispute' Settlement, Plenum Publishing Corporation, 233 Spring Street, New York, NY 10013, 8 : the International Journal of Conflict Management, 3-R Executive System, 3109 Copperfield Count Bowling Green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Power and the Corporate Mind (Boston, Houghton Miffling). * * 25 MB8 E0@0:B5@8AB8:8 206=K =5 B>;L:> 4;O <>59 <>45;8, => B0:65 4;O >3@><=>3> :>;8G5AB20 8AA;54>20B5;LA:8E @01>B ?> <56;8G=>AB=K< >B=>H5=8O<. 0?@8<5@, O C?><O=C %>@=8 (Horney, 1945 3.), :>B>@K9 @07;8G0; CE>4, ?@>B82>459AB285, A1;865=85. ;8 )CBF (Schuts, 19583.), A 53> >A=>2>?>;030NI8<8 <56;8G=>AB=K<8 =0?@02;5=8O<8: 2:;NG5=85 (?>2545=85, :>B>@>5 20@L8@C5BAO >B 8=B5=A82=>3> 70?CBK20=8O 4> ?>;=59H53> >B40;5=8O), :>=B@>;L 8 ?@82O70==>ABL. )CBF ?@82>48B A?8A>: 87 1>;55 G5< 20 02B>@>2, ?@8H54H8E : B>G=> B0:8< 65 =0?@02;5=8O<. 0;57=8: 8 5B5 45 @85A (Zaleznik and Kets de Vries, 19753., AB@. 154) 8A?>;L7>20;8 425 MB8 E0@0:B5@8AB8:8 2 A2>8E @01>B0E ?> C?@02;5=G5A:>9 2;0AB8. =8 <>3CB 1KBL =0945=K 2 @01>B0E ;59:0 8 >CB>=0 (Blake and Mouten, 1969 3.) ?> @5H5B:5 <5=546<5=B0  AE5<0 ?>2545=8O C?@02;5=F52, 8 2 @01>B0E "><0A0 (Thomas, 19793.) ?> @5H5B:5 :>=D;8:B>2, ?@8 ?><>I8 8E @07JOA=O; AB8;8 C?@02;5=8O :>=D;8:B0<8. * A?5:B 8AB>@8G5A:>3> @0728B8O ?@0:B8G5A:8 =5 8A?>;L7C5BAO 2 A>2@5<5==KE >1I5AB25==KE =0C:0E.  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T X b j   > B Ȓ Β   $ : > X Z ^ ` f   v z : > j p d h   2 8 \ b h>Oh`5'hUhaNH hUha hUhE]hUh0NH hUhuhahe hUh0 hUh!Jb ™   d f      $ R V . 0 n p     " F J ʟ Ο  " : J t : >   ڢ ޢ ʣ Σ У ԣ  , 0 b f B D hb hUhgI hUhE]hgI hUhu hUh!hUh0NH hUh0PD \ ` d h j z ~ ĥ ƥ Υ Х  ʦ ̦ $ j n h l Ϊ Ҫ      R V Ƭ Ȭ ެ ĭ ƭ B D F H ʮ ̮   L P b d | ~ ºhQhWuBh05hWuBh05^J hUhE]hWuBhUh0NH hUh! hUhu hUhk7hT! hUh0H \ ` Ҭ F H ~ Ү wj $If`gd5-ekdx$$If(4~F]P$&&&    2U4 (a($$If`a$gdWuBgdqgd" & Fgdcy* گ ܯ . 0 f j | ~ β в     4 6 R V ` b ʳ ̳ : < d h l p r v 8 < X Z v x ܵ     L N T V X h5-hUh0^J hUh5- hUh!hUh0NH hUhE] hUh0QҮ * ز r $If`gd5-dkd$$If("F]P$&&&    2U4 (a( $Ifgd"r t v ^ ܵ $Ifgd" $If`gd5-dkd$$If([F]P$&&&    2U4 (a(ܵ ޵ <  $Ifgd" $If`gd5-dkd=$$If(F]P$&&&    2U4 (a(X Z ` b ڶ ޶    ~     b f ~ ȸ ʸ     * , 8 : R V | ~ ¹ Ĺ ̹ ι & ( J N f h t v ĺ ƺ ʺ ̺ ޺   hUh0^J hUh! hUhE] hUh0hUh0NHV  D 2 P $Ifgd" $If`gd5-dkd$$If(9F]P$&&&    2U4 (a(      J L P R Z \ l n   " & ( > @ n p Ҽ ּ R T x | $ & > @ ľ ƾ    d f ȿ ̿   6 : @ B l n hUhu hUh!hUh0^JhUh0NH hUh0 hUhE]SP R v  $Ifgd" $If`gd5-dkdi$$If(F]P$&&&    2U4 (a(n   6 8 ^ ` f h ~  & ( 0 2 ` r v   0 hUhE]h5- hUhqhQ hUh!hqhNhUh0^JhUh0NH hUh0L   6 w $If`gdq $If`gd gdqgd0dkd$$If(w F]P$&&&    2U4 (a(6 8 f h } $If`gdq $If`gd hkd$$IfT(MF Z SI     2U4 (aT } $If`gdq $If`gd hkd$$IfT('F Z SI     2U4 (aT } $If`gdq $If`gd hkdw$$IfT(F Z SI     2U4 (aT & } $If`gdq $If`gd hkdh$$IfT(4F Z SI     2U4 (aT& ( $ T D l F j ww`gd{< & Fgdcy*gd"gdqgdqhkdY$$IfT(F Z SI     2U4 (aT 0 2   X Z ^ b X \ d f $ & 8 < J N P l p   \ ` 8 : F J  < > v z  & *    < @ ` hUhuh,+ hUh{< hUhE]hUh0NH hUh! hUh0hQPj , 6 d  4 x * V ,   & Fgdgdgddw & Fgdcy*gddw & Fgdgd" & Fgdcy*` b h j | ~ B D   : <   b f & * T V Z \ p r   \ f h j l x z " & > hQ hUhuhqh, hUhsy]hdw hUh!h,+hUh0NH hUh0 hUhE]L> @ ^ x . n  : z ~   " & ( , 0 2 4 J L N   $ ( . 2 4 D F v   h l »h0 hUhdwh,+ hUhE] hUh, hUh! h, NHh, hUhuhQ hUh0hUh0NHE   V Z   0 4 ^ `  : < F J x |  $ ( ` d   & * H L h9h{< hUhE] hUhhhUh0NH hUh! hUh0 hUh{<O  . \ x \ .  6 6 4 p 8 L  J gdegd"gd9 & Fgd $ F H H J . 0 4 8    " ( , , 0     | ~  " 0 6 he hUhE] hUhsy]h9hUh0NH hUh0 hUh!S 8 < p r ~   6 8 h l p t * , < @ V X 6   , 0   \ ` v x $ 4 6 h l t x H L h>O hUhehehUh0NH hUhE] hUh0 hUh!S  * X \   ^ ` b h l 4 6 r v & ( L N R       , .         D H ` b ~                 F J  $ V X d h   hUhE] hUhehe hehehUh0NH hUh! hUh hUh0OJ n `  (      4  "  <    B $$If`a$gdS $Ifgd"gdS gdegd  & F!gd" & F!gdS gd" & Fgd          2 B F              ` d h l ~ r v   $ 6 : @ B " & D H   $ j n            ` d hUhe hUhuhUh0NH hUhE] hUh! hUh h hUh0Od           b d         : < z |     . 0 P R T V         0 4 < > r v           & * 8 : D H R T j n | ~         h" hUhE]h hUhsy] hUhu hUh!hUh0NH hUh0N      6 8 > @ B D F H N R     V Z   L P ^ b d f   D H l p       J N   Z \         : > f j n       j hUhu hUh hUhE] hUh!hhS hUh0^Jh"hUh0NH hUh0hUhNHh hUhCB D F T # @# # # $ $ >$ B$ $ $ $ $ $ $ *% ,% >% B% j% l% *& ,& 8& <& Z& ^& x& |& & & & h9hX hUh0^Jh" hUhE] hUh! hUh0hUh0NHQ" " " ( ) $, - / >1 1 62 X4 4 4 { $If`gd!gdX gd" & Fgdc$gd"_kd $$If(&Ff&%f    4 (a( & & $' (' t' ' ' ' ' ' ' ' T( X( \( `( h( j( n( r( ( ( ( ( >) ~) ) ) 0* 2* J* N* * * * * * * * * + + + + + + + + + + + + , , , , , , , , - - x- z- - - - - - - . . d. f. t. h"h9h@45 hUh" hUhE]hc$ hUhhUh0NH hUhu hUh0 hUh!Jt. x. . . / / r/ v/ / / r0 v0 0 0 0 0 1 1 21 41 1 1 1 2 42 2 2 2 2 2 2 F3 H3 Z3 ^3 3 3 3 3 l4 n4 4 4 4 4 5 5 "5 $5 .5 05 @5 B5 5 5 5 5 5 5 5 5 5 5 6 6 6 6 6 H6 J6 6 6 6 6 6 » hUhf" hUhE]hUh0^Jhf"h hUh"h"huRhUh0NH hUh0 hUh!J4 4 4 5 "5 $5 N5 SF $If`gd!kdd $$If(r Q#&&&&&2U4 (a($$*$If`a$gd@45$$If`a$gd!6 6 6 6 07 27 @7 B7 ^7 `7 x7 |7 ~7 7 7 7 7 7 7 7 7 7 8 8 (8 *8 F8 H8 b8 d8 n8 p8 z8 ~8 8 8 8 8 8 8 8 8 8 8 9 9 *9 ,9 L9 N9 j9 l9 r9 v9 9 9 9 9 9 9 : : : : 8: <: J: L: `: b: : : : : : : : : : : : : : : : ; ; hUhu hUhE] hUh! hUh0hUh0NHVN5 6 8 : < < < < T= > cV $If`gd!kd4 $$If(^r Q#&&&&&2U4 (a( $Ifgd@ $Ifgd" ; ; P; R; p; r; v; x; ; ; ; ; ; ; ; ; ; ; ; ; < < < < < < < < 6< 8< H< J< N< R< l< n< ~< < < < < < < < < < = = $= &= B= D= P= R= j= n= = = = = > > > > > > 0> 2> <> >> \> ^> p> r> > > > > > > > hxhUh0^Jh@ hUh@ hUhE] hUh! hUh0hUh0NHP> > n? p? ? @ 8A B B l_ $If`gd!kd. $$If( r Q#&&&&&2U4 (a( $Ifgd"> > > > ? ? ,? .? F? H? N? R? b? d? n? p? t? v? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? @ @ @ F@ J@ Z@ \@ `@ d@ @ @ @ @ @ @ A A (A 4A 6A dA fA lA pA ~A A A A A A A A A A A A A A A B B *B ,B LB NB fB jB nB hf" hUhf"hUh0^J hUh! hUhE]hUh0NH hUh0hxPnB pB B B B B B B B B C C C 6C 8C :C C BC DC JC NC dC fC hC jC C C C C C C C C C C C C D D RD XD D D D D D D D D HE LE lE pE E E E E E E "F ɲ hUh! hUhE] hUhG|hi%jh U hUhf"j"h Ujh UmHnHujh Uh hf"hUh0^J hUh0hUh0NHf f f g g g g g h fh hh h h h h i i i i i i Zj ^j j j j j (k .k k k k k 4l 6l Hl Ll l l Pn h# hUhSG hUhE] hUhxh>OhxhUh0NH hUh! hUh0Oa "b jb b d Jd d d g h \i i j ~l l m rn n o p q q Br "w @w x "z gd# & Fgdsgd"gdx & FgdX Pn Rn n n 0o 4o jo lo o o o o p p p p Bp Fp q q q q q q r $r 6r 8r Nr Rr r r r r r r s s s $s ps vs s s s s s s s (t .t :t >t Vt Zt t t t t t u u u u "u 0u 6u Du Fu tu vu zu |u u u u u u u u v "v xv h>O hUh>OhuRh# hUhE] hUh! hUh0hUh0NHRxv |v v v v v v v v w *w ,w >w w w 6x :x x x x x Ly Ny z z z z >z Bz z z | | | *} .} n} r} } } } } ~ $~ f~ h~ ~ ~ ~ ~   D F     B F Ԁ ր " & d f Ɓ ʁ  h#h# hUhSG hUhh"P hUh#h#h>O hUhE]hUh0NH hUh0 hUh!I"z |z z z { X{ { { D| | | | 8 . 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