The subject matter of the question of the negotiation induces to several reflection and to extraction of general conclusions from the process of negotiating trade contracts.
You should so accept generally, that the negotiations this sequence of push (offers and concessions) of two sides in the aim of the achievement of the common position in the situation exits of businesses. They consist in mutual convincing themselves to the modification of initial offers in such way so that both sides get possibly large advantages. The definition underlining advantage only one  is inappropriate: „the negotiations this the specific way of use of his strength, time and possibility in the aim of utilization of different to own realizes to dream”.
Estimating course and the result of the negotiation in companies Company A and Company B, you should consider not only material matters (price), but also of the advantage, honesty, the durability of results, usefulness social  and the efficiency of the leadership. This influences all the good of relations between negotiating sides. This wider way of looking treats to every type of the negotiation, with trade inclusive.

The theoretical analysis investigative showed the weight of the acquaintance of the theory of the negotiation. The acquaintance of this question  lets effectively build success and the competitive superiority of companies in the organizational practice. Conclusions are so such:

- in every work, and first of all in the tradesman work, if the representative of the section of sale and marketing, negotiating with strategic partners important is skilful,
- the skill contributes negotiating to building the good opinion about the company, and every he goes for this, the growth of her meaning on the market,
- they help suitable training in happening the good negotiator,
- the acquaintance of the theory of negotiating helps in contacts with people and in unreeling the professional career,
- the acquaintance of the theory of negotiating also helps typical mistakes to avoid during the negotiation, and also contributes to the achievement of larger advantages,
- the acquaintance of the principles of  the  negotiation contributes to the achievement of tong -terms that is the most decidedly profitable.
The clever negotiator has to be superb listener and back the track. Listening does not mark passivity, there is active  the working from second the (speaking) side in builds the manageable coupling, bringing nearer positions.
Build the money transfer and aiming to the agreements, negotiators of both analyzed companies, they warn following textual rules:

- clearness and correctness,
- thematic cohesion,
- economical (brief),
- expressiveness.

The principles of the antihuman contact which breaking results in crises and conflicts moreover are in force. The most important from them this:

- the politeness,
- the approval,
- modesty,
- the agreement,
- concept,
- the legibility of the irony,
- the curiosity.

There is no negotiation without communicating. Correct communication is the condition of the good and effective contracted conversation. Analysis of negotiations behaviors of two companies Company A and Company B, he tells to accompany, that there is no principle one, the worked out well strategy of containing trade contracts. You should work out years the system of negotiating, which will answer the best the activity and the negotiations possibilities of every individual. The level of the standard of contracts, applied in the company Company B in inches does not have to testify about his superiority over the company Company A, but the workers Company B professionalism, steels of raising his qualifications, then beyond the doubt the important and strategic trump of this company. Manager knowing the techniques of negotiating well, and is well - informing the mechanisms of the psychological influence of non -verbal behaviors, he will come to the of contracted effects, about such managers more considerably easily and quickly all individuals contracting with mattering national and foreign partners fight.

The company Company B they tie the special weight to the procedure of the offer for foreign customers. The assurance is the aim of the procedure that the customer needs will be recognized correctly, definite and supplied documentary evidence, however the offer which will be directed stay to him will contain essential elements.
The manager of trade and the manager of the of the export the essential part have to the fulfillment not only during the realization his procedure but also the boss of tool - house, the boss of the centre of the production and the boss of the logistics.

Is the manager of the trade of the company Company B responsible within the of this procedure to:

- the realization of the review and the concompanyation of the individual offer;
- supervision over the periodical analysis of register ofer foreign customers asks;
- co-ordinating contacts with the customer.

Does the boss of the tool - house of the company Company B answer too:
- the study of the project of the trade contract;
- the performance of the project of the contract to the review by the general manager;
- the realization of the review and the concompanyation of the individual offer;
- co-ordinating contacts with the customer.

Does the boss of the centre of the production of the company Company B answer too:
- the opinion of the terms of the realization of delivery from the side of productive possibilities;
- acceptance or proposing the change of the deadline of the realization of the delivery;
- concompanyation in the form review of the contract of the deadline “party to the realization”. Registration this is the concompanyation of the acceptance “deadline of the realization” the passed by the manager of the export.

Does the boss of the Logistics of the company Company B answer too:
- the opinion of the terms of the realization of delivery from the side of the protection of the production in materials and materials;
- acceptance or proposing the change of the deadline of the realization of the delivery;
- the written concompanyation of the review of the contract - co companying, that the realization of the production is safe in materials and materials.

Does the manager of the of the export of the company Company B answer to:
- the accepting and the preliminary opinion of the question of offer on catalogue and prototype articles;
- registers the question offer in the register asks offer foreign customers and his the periodical analysis under in relation to correctness and the agreement of records concompanyed the dated signature;
- the performance the manager the trade of the project of the individual offer to review and concompanyation;
- the dispatch concompanyed offer to customers.

The registration of the question follows within the of the realization of this procedure first offer received in the result of the marketing activity and contacts with potential customers. The manager of the of the export records every question offer on catalogue and prototype articles or the realization of service in register offer foreign customers asks
The review of the question follows the offer which they are classified according to the following groups of articles:

- catalogue articles,
- prototype articles (produced on the order).
- the study of the general offer for the foreign customer on catalogue articles begins from the opinion of the complete of the question of the offer customer made by the manager the of the export. So now the correct question offer should contain: name and the customer address, the qualification of type and the name of the article, the foreseen deadline of the delivery and her size. The folded general offer the manager of the of the export directs whose study becomes the customer on the question offer then.

- The General offer should contain:
- the name of the company and address;
- the name of the customer to who the General offer is steered;
- the base of the delivery,. the conditions the dispatching of goods on which will happen;
- conditions the payment, which should define, accounts will happen in what currency between sides, in what the way and in

what time (deadline) the pay will happen;

- the deadline of the delivery which should be real, adapted to payment, the centre of transportation etc .like.;
- the name of goods,. the settlement of his kind. Added to the offer samples or examples, technical records, drawings, dimension drafts or technical catalogues can inform about the kind of goods;
- the quantity of goods, definite in arts or the different individuals of the measurement passed in the metric or inch system. The weight is defined brutto separately and net;
- additional conditions relating to the way of marking goods, packaging and alternatively different elements of goods;
The manager of the of the export emits the form in the aim of the study of the individual offer the review of the contract and he passes on him to the boss of the centre of the production which after executing the analysis turns on in the process of the study of the offer the constructional section.

If the modification requires existing article this, the boss of the centre of the production they together appoint ad hoc the projects team which can consist of constructor, master and the representatives of supply, marketing and production with the main constructor. The team makes the review of the customer requirements under in relation to the complete of data, the possibility of realization, profitability, and the necessity of possible purchases.
In the result of the positive review of the customer requirements, the projects team prepares economic foundations.
The projects team works out the offer for the customer on the basis of economic foundations. The offer, after co companying by the main constructor and the boss of the centre of the production, is passed on the of the export to the manager. The worked out project of the individual offer the manager of the of the export together with the review of the contract represents to the realization of review and concompanyation by the manager of trade with the form. The offer is recorded in the register offer foreign customers asks, copy activated in the section of marketing after co companying, and the offer sent to the customer.

The competitive fight inside the sector is first from five strengths on this market. He brings her to the limitation of profits and makes difficult interventions serving to the enlargement of parts in the market considerably. There is rivals still considerable number in spite the high coefficient of the concentration, in industry this. Because of the easy to distinction of the segments of the market, large differences even step out on him in costs, quantity and the quality of services, and also in their features in grounds one service.
Rivals also large number  exists on the market of electric services, but the costs of the service of services differ in dependence from marks considerably. This depends on quality, features, design and the working of the service obviously. Consumers quite strong loyalty steps out on the market, and the price not the game so the large part. The costs of change from the device of the given company on the different company are not high beyond this.
Using companies compete however not only strategy their of services. They also simplify the methods of purchase, distribution, and also enlarge the quality of services.

The barrier of entry and exit

Threat from the side of the entry of new companies is on the market of electric services quite weak, mainly because of the strong barriers produced by the structure itself this industry, how and through the clients strategic barriers. In the result, despite this that the technology is in the principle such alone for the groups these of services themselves, (well-known all manufacturers and tenderize), quite high barriers of the entry and the low barriers of the exit step out in sector this.
He is now extremely improbable that the entirely new company would enter on this market. Entries of different, large companies (dywersyfications the activity e.g.)are the larger threat. Such companies possess the large supplies of the capital, and also protective „umbrella” from different marks which the entry can facilitate. The behaviors of companies defending before entries  on this market are known. Aggressive reaction on such tests appeared in abnormal understating prices mainly. This possible was, because the manufacturers majority does not use he fulfils productive powers because of the gigantic competition in the sector, the high costs of storing and the wide used system „just in time production”.
Structural barriers in this sector are also high: one need extremely a lot of capital begin the service of services, company so that the high advantages of the scale to survive to achieve, and now and the large volume of services, what is difficult for the new company. Beyond this because as I remembered dyferent he is the most important method of competition, company unique human and organizational supplies possess, how also unique knowledge acquired in the process of the service of services.
Different technological supplies are suitable to utilization in this sector exclusively, and companies more the sharply will that is why also defend before entering, and also he the harder will make a decision about the entry.

The strength of the tradesmen influence

Companies are the main tradesmen in the sector producing single parts and in this oneself specializing. Some companies produce however all in the own range they repurchased for tradesmen. The strength of the tradesmen influence is generally low, because there are they many and they are they sets on the narrow scale of products (harder to resign from given). Companies from the sector have now the quite wide choice and control tradesmen generally.
The first of all Danish company Gohelberg which co-operates from Company B since a dozen or so years invariably is the tradesman of electric parts in the case of the company Company B.

The strength of the buyers influence

She is also low. The main players have the possibility of distributor’s choice. Some companies use the entirely own system of the distribution, different have their sole dealers. They are from the mountain definite in the case of company the buyer Company B. And the company possesses till the year 2004  recipient of her services so e.g.

The acquaintance of communication processes makes up the basis of the leadership of all conversations, in this especially the negotiation. He is holds always the co-coordinating the positions and inquiry to the agreement for through the conversation or - saying more generally - the process of the exchange of information. That is why every negotiator should get to know basic mechanisms ruling communication processes enlarge one’s superiority during the of conversations in this way and realize put negotiation aims more effectively.
The co-ordination of persons undertaking the communication activity behaviors is the intention of the comprehended generally transport, in this especially co-ordination of convictions, opinion and attitudes in the face of the thing.   Improvement of co-operation of two persons is the basic aim of the communication for - or the whole group -
in the aim of the realization of the common undertaking. To also relate the separate aim for every of the participants of the process of the transport which however requires some form of the action from second side to this maybe.
The communication is the heterogeneous process, he can rise various forms and various character in dependence from internal and external factors. Several kinds of communication processes distinguish themselves.
This mislaid, because of the form of passed on announcements, two basic kinds of the transport take into account. They can be sent and received in the figure of words, the transport has the verbal character then and usually concerns  the of information, described events or facts. In to the verbal transport, non - verbal announcements use rest ways of passing on the information, that is the so-called „speech of the body” and they treat to the emotional sphere.
Interesting examples on cultural differences - coming out through the non - verbal transport one analyzing gesticulation and the attitude of the body - can find. The meaning of gestures for is conditioned the historical experiences which are but different for various countries often. The left hand is recognized for the „dirty” hand in Islamic culture, linguistic and Buddhist for example, used to physiological actions. That is why all objects, such as visiting tickets or documents, you should pass the right hand. If negotiator desires the person to show respect and respect about the high social position, then he should hand over her gift or visiting-card both hands.
Summing up present chapter you should show, that the analysis of non - verbal persons coming from the pink behaviors  the of the nation induces to seeking certain common patterns which would facilitate contacts with foreign partners. It is hard the lids to avoid in this case of simply, then it however  is certain classifications executing worth.

Negotiators coming from various countries feature:

1.Americans – individualists, high independence, the feeling of strength, they like the concrete, precision in formulating the positions, the quick settlement of the businesses.
2.The Japanese – they respect the team work, location of the negotiator
in the hierarchy of the enterprise, in negotiations important is very much he matters for them the atmosphere of conversations and partnership.
3.The Germany – prepared to the negotiation well, excellent financiers, they pay the attention to the quality of the product, exact, they warn the business hierarchy, they are not open  and effusive rather.
4.Russians – the team forms of works prefer, they present the feeling of strength and quiet, he is engaged in negotiations, but hospitable  and generous.
5.British – attached to imperial traditions, restrained and calm, oral settlements value high, they do not tolerate the lack of competence and dishonesty.
6.The Frenchmen – the large differentiation of attitudes; from the full persons of respect and courtesy to the partner after ruthless negotiators; competent and professional, in conversations cultural, however businesses negotiate in the hard way, they will guard their world businesses diligently.
7.Italians – impulsive, they be subject to the working of the mood, attached to families, susceptible on arguments connected with art and culture, well-known from the expressive non -verbal transport.
8.Poles – arrears make up for in knowledge from the range of the negotiation quickly, they tie too the small weight to the stage, they approach with the reserve to oral settlements.

The transport which uses the non-verbal centers opposes the verbal transport, and now the one who passes on meanings for the help of the natural language sound.
The non - verbal transport shows his root on the meaning of the deadline. Verbal this in Latin „word”,   one so can speak about the transport in the case of this phenomenon, setting without the use of words.
What forms can communicating rise non -verbal? This various are  sty, facial expression, pantomimic, timbre and the height of the voice, the attitude of body, service oneself the space. He with this last prosaic, science, which studies like. the distance, in what the nation they contact and touch. He results now from this that we can no matter how distinguish the certain specific centers of the transport universal (even just prosaic), then all gestures however not are them (the gestures of expressed by signs do not come in for here), and what odder - sound cha  the patristic of the person using natural voice is numbered to who  non -verbal actions.
Not using natural people pass on many meanings. Of course  dishes over communicating non - verbal uncover their universal (similarly as in natural) and specific culture the feature. They think that to feel certain ways of the expression, this as anger (aggression), fear, subordination (surrender), disgust, joy (satisfaction), sadness and surprise, they are not only universal in the grounds of the human species, but common people and animals.
Many however non - verbal acts is culture specific. The admissible space in antihuman contacts depends not only on the type of the contact (on the scale from intimate to official), but also from cultural customs (the more south in the direction of the equator, the less the space is in force especially in official contacts).
This also so-called emblems concerns that is gestures expressing specific meanings, replacing definite words often (e.g. the gesture of assenting or too  negative), which they are appointed culture (for the comparison: the gesture of assenting applied in the West-European culture becomes the gesture of the negation - e.g. in Bulgaria or Turkey). Emblems purchased in processes socialize can lead to misunderstandings in cultures contacts, and also to creating cultural stereotypes or nationalistic and - what more - to the vapor  this on them sifting humor. On the example the emblems, which change various words (so, not, go, go away), and also they threaten, they show liking or scorn, you clearly can to see the usefulness, and also the limitation of  the class code all codes of the non -verbal transport are which.
This is the important feature of the non - verbal transport that he sets on the level of the subconscious often. Usually many persons do not pass the matter, that except sending information in the speech, he sends the also various type signals for the help of his body. One examples can pass many. To the most obvious mo  to number of the upraised tone of the voice, wrinkled brows or on  the muscles which usually accompany the feelings of anger. Signals this type is easy to noticing and interpreting.
However the scale of signals sent through the human body is very large and he also hugs such subtleties, how e.g. extended oneself the pupil of the eye. Investigations proved, that though usually people do not pass the matter that pupils are widened at second person from this, then they however receive this signal subconsciously.
The different example - co companying this, that many non - verbal signals are sent and received below the threshold consciousnesses - he can be proper for persons majority he will experience  to sense unclear what to feel liking or antipathy to different persons, groundless, intuitive. Non - verbal behaviors the most probably be can the explanation of these intuitive opinions different, which are by us received unconsciously, but however they influence our opinion.
He turns out so that the signals of the body are inseparable the catapults  of the transport. Usually they are sent and received, however they in the large degree influence communicating people emotions despite this. One from the guild of the transport is also this passes on in the predominant part  of relating to the sender emotional sphere and he also treats to the person receiving the signals emotion.

Every our test levers of the different person behavior will call out the defensive reaction. That is why on  he lies to remember, that the form we in which this act, the huge influence has on the response. If the element of superiority is in our behavior or will appear in the place of the true desire of the change of the situation  not the manipulation, we can the negative reaction expect.
If second side refuses acknowledgements that the problem exists, should consider, if more far tests engagement her in there is the co-operation worth the west. Repeating oneself the rejection can be harmful first of the feeling of the own value. Remember belong, that in the soil of the thing  responsible only for his thinks, the feeling and behavior.

Several reasons for which the position of every one is taste understanding from side’s worth: exist both can establish, if the problem rally exists if the also whole situation is the result of misunderstanding or incorrect receipt.
-    When he becomes this settled, differences in opinions can become  passed.
-    The possibility of disclosing opinions is alone in her the centre unloading tension and accumulation emotions. This is necessary to the rational discussion.
-    The search of information about second man opinions on this, that we treat him as professional part seriously, and we are prepared on the discussion with him existing problems.
It possible was full understanding, every one its position has brightly and concretely to express from sides, hear the opinion adverse and not let so that processes this disturb emotions and mutual  nannies oneself.
Direct questions are often giving worth, and if and absolutely, to inquire. The simple questions of the type: „As do you see this problem? ” or „Or you could explain, as do you see your part? ” or „As you think, why did it come to such situation? ” they will be sufficient and let excessive questioning avoid.
Looking to the world the different man eyes is not the easy matter. Receipt of this alone situation by two persons almost is always different. If you want to find out if you recognize the point of the partner sight, qualification  his statement will help you in this. The question begins from: „That is you speak, that… you” or „can see From your perspective, that… ” they will call out in the answer the correction of the comment and show you understood each other to what degree.
When he wants to appear the own position, you should do this precise and openly, accusing second person it is not. Helpful can the eye  oneself the statement: „From my point of the sight, it would be better, when  he told me about this openly”; „He does not give me, it would be owing for this”; „It would help me, first of all, if he will talk  about this
in the suitable company”. Even if you do not want to draw in outside person’s dispute, sometimes is this desirable. We are better in marking own opinions often than in listening this, what the interlocutor has us to concompanyation. The non-aligned person directly, but granted the confidence through both sides, he can facilitate the transport, to unload the tension and consider what was said.
When their rights already introduce both sides, the time comes on he rubs  the phase the attainment to accepted by all is whose aim  of the solution of the problem. This is beyond the doubt the difficult process, especially if the hitherto existing example of your mutual report was basing on games rather about the power than on the common search for not the conflict. The fight about the power basing on pattern „I win - you lose” he can be turned on in the discussion over the problem.
In such situation every of participants, to fall out profitably and before  to be present second side in the negative light, he can many the times mark the own position. Solving problems founds the co-operation he is possible under the condition that they both sides really want this and thrive the mutual respect. For construct  the tawny of the ways of coping with the problem will be simpler, if you get to know factors favorable the solutions of the type „the victory - lost” or „lost - lost” . To work out profitable  for both sides, they should identify and establish the common soil; to agree that every one has one’s needs; instead of to dedicate the time to side matters, to concentrate on the   real difficulties; to speak and proceed brightly and exactly.

The solution of the conflict will be possible, if we passed earlier  stages according to recommendations. Not all options however will be accepted bilaterally - every one has so to consider possibilities from sides and to make sure that he knows sentence and the partner feelings what to proposed solutions. Acting this, it is remembering about following matters worth.

-    Is the solution fair for both sides?
-    Are given satisfied both sides equally  flexible?
-    Will the worked out solution leave after oneself durable resentment?
-    The right and duties both sides did definite become brightly and nor understood?
Transparent, accepted through both sides contract should come into being thanks to the discussion. Contain the definitions of parts and duties tell maybe from persons, to sketch the principles of the conduct and - to be maybe - the warning for avoidance of similar situations in the future. Though contract this can re-negotiations be subjected, you should remember so that changes are the result of the workings of both sides.

The tests of the solution of the conflict not always end the success and one can for him. The consciousness sincere and fact important is that we can be responsible only for own workings. In  outside persons stepping out in representative or the organizer of the process plough land, he can sometimes help. He rubs in different incidents  of course to reconcile with distributing you differences though this possible is not always. You should then consider the different ways of getting out  from the trouble  the of the professional report. One can appeal to the suitable procedures of taking legal proceedings, seek the possibilities of moving to different department, and at last - to the employer change.

The management human supplies (human resource management) this strategic and coherent approach to the management the most valuable active bodies of the organization – working in her people, which contribute to the realization of her aims severally and collectively. According to the definition Story’s, formulated in 1995 r., „the management human supplies this the method of the management the employment, aiming to the obtainment of competitive superiority through the strategic distribution extremely engaged and qualified workers, near use of many cultural, structural and personal techniques”.
One can be careful ZZL for the „set of related mutually workings having of the ideological and philosophical reason”. It hugs employment, development and rewarding people at organizations and formation of proper relations between managerial personnel and workers. All linear managers and the leaders of teams these problems deal with, but experts from the management human supplies have to the fulfillment the essential part here.

Saying generally it is human supplies the aim of the management, , makes possible the achievement of the success thanks to workers in her to the company the people. Capturing the thing more in detail, one can formulate cells ZZL as follows:
- the assurance of the row of services supporting the cells of the enterprise and making up the element of the process of the control the organization,
- qualified, engaged and motivated well workers gaining over and stop in the company,
- lifting and unreeling the people inborn possibilities – their contribution, potential and ability to the finding of the employment – through the assurance of trainings and the continuous chances of the development,
- the creation of the climate enabling for productive and harmonious reports between managerial personnel and workers, favorable unreeling oneself the feeling of the mutual confidence,
- the creation of conditions favorable team work and elasticity,
- help of the organization in maintenance of the equilibrium
and adapts oneself to the needs of various groups businesses (stakeholders), such as owners, government agencies or trusty, managerial personnel, workers, customers, tradesmen and the totality of the society,
- the assurance, workers value and reward for their work and achievements,
- taking into account the differences in individual persons and the workers groups needs, the style of work and ambition,
- the assurance the all even chances,
- the party of the ethical principles of the management the workers, being basing on the worry about people, justices and transparencies,
- maintenance and improvement of workers physical and intellectual shape.

Unemployment grows in Polish conditions where, and many of existing so far trades falls we have to create the suitable politics of the employment, in the composition which the planning of employment and utilization of human supplies and carrying out workings motivating will come in.

The strategy consists in analyzing the present situation and her change if this necessary is. The strategy is the qualification of the main long-term aims of the company and party of such directions of the working and such allocation of the supplies which are necessary to realizing aims otherwise.

True has to stay the following foundation formulating the strategy: the formulated strategy has to find the covering
in human supplies (that is competences) the organization so at present how and in the future.
Different situations happen for often:
- when the organization administers good human supplies - he does not use them in the full moon because aims are put before the organization too modest in the comparison with possibilities,
- when the organization administers weak human supplies – the putting the tasks outgrowing possibilities of the organization.

Negotiations in the society of the free economic market appear everywhere - the game of economic strengths does not depend on the central decisions of the people narrow group but from activities, enterprise all working on the market of subjects, companies. Negotiates mutual positions and dependence, containing alliances and the great area of activity of the managers of current time’s contracts hugs. He matters strong and weak sides, he matters size and the littleness of undertaken workings, he matters quality and conscientiousness, reasonable and wise long-wave workings in the place of irrelevant plans, more important knowledge than the simplicity of the production, undertaken independently decisions in the place of  listening the recommendations. All is internationalizing the Polish economy.