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The Specific Of Entrepreneurial Negotiations

Author

Listed:
  • Georgiana SURDU

    (Romanian-American University, Bucharest)

  • Valeriu POTECEA

    (Romanian-American University, Bucharest)

  • Andreea STANCA

    (Romanian-American University, Bucharest)

Abstract

Not every entrepreneur, small business owner or freelancer is comfortable negotiating. Many dread the adversarial nature of negotiation, and forget how important is to be prepared, to develop cultural awareness, and to act as equal partner in a negotiation. Understanding how entrepreneurs negotiate and how their behavior influences the outcomes of negotiation is important for entrepreneurship theory and practice. This article assumes the hypothesis that entrepreneurial negotiations have certain specifications that clearly distinguish them from corporate negotiations. The research is based on qualitative research, using primary and secondary data. Also, the article starts from the assumption that entrepreneurs adopt faster decisionsin negotiations, being owners of the businesses or freelancers, and acting according to their own rules and objectives. Theories and empirical results on the intersubjective interactions between entrepreneurs and their numerous stakeholders are lacking.

Suggested Citation

  • Georgiana SURDU & Valeriu POTECEA & Andreea STANCA, 2015. "The Specific Of Entrepreneurial Negotiations," Romanian Economic Business Review, Romanian-American University, vol. 10(4), pages 64-68, december.
    • Handle: RePEc:rau:journl:v:10:y:2015:i:4:p:64-68
    as

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    References listed on IDEAS

    as
    1. Scott Shane, 2000. "Prior Knowledge and the Discovery of Entrepreneurial Opportunities," Organization Science, INFORMS, vol. 11(4), pages 448-469, August.
    2. Jeffrey G. Covin & Dennis P. Slevin, 1991. "A Conceptual Model of Entrepreneurship as Firm Behavior," Entrepreneurship Theory and Practice, , vol. 16(1), pages 7-26, October.
    Full references (including those not matched with items on IDEAS)

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