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.

Company Company A SA, having in many countries of own agents net, he undertakes the efforts to convince potential investors to the Polish offer. If this phase of the negotiation calls out the interest our offer, then the chance of the obtainment of the invitation to proper negotiations and  exists  the of the contract.
Formed in Company A offices:

- The energetic,
- Cables,
- Engines,
- Lighting,

they are the direct negotiators of concrete contracts. He will introduce  the body of individual offices (companies) they analyze in detail and verify the offers under the regard:

- the complete of the given offer,
- economic foundations (so called ZTE),
- financial conditions.

You should eliminate all lacks, shortcomings, offences noticed in the worked out records of the given contract, the concrete contract would by to be contained from as the largest care and exactitude. Special belongs in the proper phase of trade negotiations  to turn on:

a) the range of the contract, that is the range of the responsibility of the sides of the contract;
b) the object of the contract, that is what will be the object of the contract;
c) the period of duration of the contract;
d) the main of the contract, and in this:
- the ways of deliveries,
- the ways of the payment,
- the legal responsibility of the sides of the contract,
- the way of marking and the packaging of etc. goods,
- clauses supplementary to the given contract.

During the negotiation of the object of the contract you should specify name, kind, the structure of products (services), species, quality and different details. He as the detailed profile of the objective range given in some situations in enclosure or separate specification  the track. The description of the object of the contract can rise the figure of detailed technical records (in the figure simplified or detailed).
The quantity of goods (products or services) is passed in this the most often   the individuals, as the arts, weight, volume, length, in sets (sets) - from dependence from received customs and the kind of goods. The quantity can sometimes be counted on standard loading individuals (on the example on containers, semi trailers, interchangeable bodies). Certain perpetrates in contracts in the incident of some mass goods pro  the cent owe of the deviation from the co-ordinate quantity - so called natural decreases.
They are established in the road of bilateral negotiations in many transactions of the foreign trade of the price more and more often. The prices judos are this generally  for certain quantity of products (or the services). Different negotiations relate to the homogeneous groups of products, different meanwhile diverse freight groups. He can so be of service for basis to the settlement of the concrete level of prices called base price or basic price. They are accepted in the definite compartment of the time after the phase of the negotiation of the price for the given contract, probably, that the sides of the contract put in the contract  the of the changeability of prices. Rebates, discounts, discounts, reface can apply for enlargement of the elasticity of the side of the contract.

Following ranks to applied in contracts the most often supplementary a)    the clause of the higher strength which defines the possibility of the partner relaxation from the responsibility if situation making impossible the realization of decisions happened from partners will independently  the track;
b) the arbitral clause which establishes that all disputes between the sides of the contract will be decided in the arbitral conduct;
c) the clause of the proper right for the given contract - the side  the right whose country will be reliable for their contract;
d) the clause one - specifies the place of inclusion and the realization of the contract (etc. London)closely;
e) he the clause of damages and punishments - defines the height the punishments, what will bear the partners of the given contract in the case of the breach of definite conditions;
f) the clause - he establishes reasons and the deadlines of bringing and the way their of documentary evidence and settlement;
g) the clause of the revision of prices usually — the possibility of the change of the conventional price of product or service in the case of lowering or the growth of market prices foresees;
h) the clause the protection of sides is whose aim before the possible course risk”.

The Standards of the process of the negotiation is the important determinant of the contracted workings of the company Company B. The company leading negotiations with national  and foreign contracting parties, the example of the standard contract possesses. Such document is the always exit proposal of the company Company B to editing the contract
with contracting party to final content. This standard version of the contract is based on universally acceptable norms and customs functioning in the foreign trade which are adapted for the concrete needs of the analyzed company. All basic and supplementary contracted clauses drawn up  in the most possibly profitable way for the company are in her. They with foreign contracting parties are modified on the principle of achieving the compromise among the businesses of both sides
during the of the negotiation then. He very essential is so that the exporter steps out as first with his version of the contract and his, because he from the time lays out the profitable from his point of the sight path of the realizes of deliveries for abroad thanks to this. However wanting foreign contracting parties protect their businesses to have the equally coherent document to present or also the modifications of the introduced them version of the contract, but the primitive version of the contract which was passed on by the exporter the point of the reference always already stays.

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.

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.

Negotiations have several characteristic features for games strategic  in which they start both sides with the various arrangement of cards, gradually laid out on the table. He every side chooses then and chooses cards, he considers losses and advantage, until till the moment, when stays are both  functional the new arrangement. The negotiations are now the process, in frame saw  cue which try to work out both sides the common way define and the redefine of the principles of finishing off the market.
The conflict is the principal part of the negotiation in many incidents -participants present the various opinions which are for them essential. If both however perceive the parties need of the elaboration of the suitable way „making the business”, conflict instead of to carry the destruction, productive can turn out. Instead of to be the opportunity to conquest of the control over second side, he can outright happen the tool to the redefine of the situation in the profitable way for both sides.

If the conflict has to bring the solution satisfying all interested, you should engage both sides in all work. Such solution is called the option „victory-victory”. When look for oneself solutions leanings on the rivalry instead of this, he is very probable that only one side will satisfy her he will rub  (the situation „the victory - lost”) or they will not be satisfied the need no from sides („lost - lost”).  Many active  speaks for applying methods leanings on realize rather  than on the co-operation. Indeed, of the solution of the conflict maybe only test to happen the fight about the power in oneself, and every from sides runs away to talk earlier interventions. To also turn into in digging in on hitherto existing positions, in the atmosphere  maybe and frustration. The way how people try to solve conflicts  possessions, the great meaning has for the final effect. To the factors of the leaders to the option „lost - lost” or „lost -the victory” they belong:

-    the lack of open and honest behaviors,
-    inability to the recognition of own defects and shortcomings or second person positive features,
-    getting involved in workings in the thought of the principle: the „eye for eye, tooth for the tooth”,
-    ignoring the arguments of second side,
-    reacting too emotional or continuously accusing other side,
-    producing evidence the excessive readiness to criticizing,
-    uses the element of the surprise, bringing to confrontation in moments, when second side is unprepared,
-    the conviction, that only we are understood,

Four stages consist on negotiations sets on the achievement of this result:
1.    Recognition of the existence of the problem.
2.    Understanding of the position of every from sides.
3.    Discussing problem and possible solutions.
4.    Solution of problem in way satisfying both sides.

First phase of solving conflicts requires from both sides not only acknowledgements that the problem exists, but also agreement on this, that you should do something with him. Really, some conflicts can be solutions during the of the conversation. Active cooperation requires the majority however  the cy of second side. The recognition of the existence of the conflict depends on:

-    The    party to the message that the problem exists.
-    The    planning of the workings which we will undertake.
-    Informing second side about our feelings.
-    The    qualification of the part of second side in solving the conflict.

Realized oneself the existence of the problem, we have first to be convinced, that he tops profits flowing from the confrontation her costs. The victim can judge that not is „see” the difficulty straight and stay on the hitherto existing position, than abuse each other the aggressor. We do not inform our internal strength often, not questioning different person’s claims neither not standing up in the defense ours rights. The unaware conflict can develop to such  him the degree that the solution will turn out him still more difficult. Many convictions of the type: the conflict is always bad; the seat will cause silently that problems themselves will disappear; the confrontation causes the more far aggression and on  the heel; one can do to influence the result of the dispute little; they have to be lost in every conflict and so farther, they cause, that the people unique  part to the message of the existence of the problem.

When we already have the consciousness of the existence of the conflict, you should plan the steps which we will undertake. The they of exact considerations require naturally, because we are limited strong emotions, called out in us by adversarial,  you which they hide for the whole incident. Persons stopped and living in the feeling threats will find themselves on one border, on second meanwhile aggressive and irritate. First attitude favors dishonesty, second attracts for oneself violent behaviors and accusing. The behavior of quiet and judicious will be the ideal reaction. He helps writing out his thinks in this maybe and feelings, this, what and in what way you want what to reach thanks to this.
When workings were already planned, informing about this second side being the next step. He important is so that pellets , what he is the problem to say according to us as he feels, to mark one what wants and to assure that second side has proceed and to think differently than you Commitment of second side in the co-operation can be you eat  more difficult than feel the expression. danger always exists, that second person will not want to admit that the conflict exists. This probably will make in the aggressive form, supported fortresses , that this only your problem.
Should remember about this, that all we have settled opinions on own subject, they meanwhile they may not completely answer this different think about us.   Two persons interpretations one can fundamentally different the same events between oneself.

This is some of tacticses:
-    the tactics of the incomplete proxy - the lack of the full (actual or apparent) proxy can be the trump and bring the advantages to the negotiator.  In . tactics this  the  negotiator they get . psychological engaging oneself second side in the already reached agreement and this fact uses to get the acceptance of additional demands. The tactics of the incomplete proxy is used in the delay aim and gaining on the time often, what there is one’s kind the form of the psychical pressure near the existing definite time on the signature of the contract.
-    let’s meet in the half of the road - this is the used tactics both by experienced negotiators how and total novices. When experienced negotiators use this tactics they pass the matter from this that their position is weak under in relation to content-related and they want the discussion to avoid on the subject of the details of the offer. Novices however apply this tactics, because they are not prepared essentially to conversations often. Not knowing or not understanding the enemy position they accept this tactics as the natural solution.
-    plucking - this is applied the tactician in the final part of the negotiation. As soon as the agreement was already reached, the negotiator demands suddenly additional, in proportion to small concessions. Tactics this is usually very often effective, and the psychical fatigue is the cause of this especially then, when negotiations were difficult
and exhausting.
-    the good policeman / the bad policeman - the name descends from examinations made by the police. Tactics this rises various less or more sharp variants. Delimitation of the so-called bad policeman is one of subtler variants that are the person which takes the voice when negotiations do not move after partners thought. He this „bad policeman” explodes anger then and puts out additional demands under the threat of the break of the negotiation. As soon as negotiations move for us to the front the voice favorably the „good policeman” takes. The version relating the negotiation on the beginning by the „bad policeman” is more sharp variant of this tactics - the first negotiator who begins negotiations from the performance of the hard offer together with threats, aggression and the lack of any desire of concessions, and then through second negotiator introduction - the „good policeman” obtainment of the agreement through the achievement of quick concessions is whose task.
-    the resignation of the offer - belong to one of more difficult tacticses and he is applied with the result near the tests of the bringing to the end of the negotiation which last excessively often. Withdrawing the offer, what they already communicated to which side, we restore in this way to the order the second side which tries to get better conditions still. Behavior such in the reality brings negotiations to the end simultaneously.
-    the wolf in the sheep skin - tactics called „the inspector Colombo Method” from way and the style of his working often. Experienced negotiators introduce as inexperienced persons, and then seem on more experienced skill, second side. Working such is disarming and elimination of the natural instinct of hardness and the ruthlessness of second side causes.
-    the empty wallet - this is the tactician the way of the obtainment of the price concession. She depends on the emphasis the desire the accomplishment the purchase, which can not however be realized in the relationship from: insufficient – finding of the solution of this situation budget, instructions from superior, the difficult situation of etc. company in this moment the task of selling becomes.
-    sell cheap - win the reputation - this joins the tactician
with novices in the business. Second side uses situation such often to get how the best offer for oneself. Sell on the principle cheap, and the same win experience and reputations. The buyer creates the impression that letting him the chance on the development of the business he does a favor, to the novice
and enlarged profits in the future.
-    the shocking offer - he consists in proposing by the negotiator of the completely absurdly unreal offer. Shocking and constraint of second side to revising its position is the aim of this tactics.
-    accept or throw aside — the tactics one this can introduce as follows; „this is my offer or you accept her, or are not any agreement”. Tactics this is received as the symptom of arrogance often and negotiating in the bad belief.
this the politician of accomplished acts is also called the tactics the Tactician „pretending naive” he consists in this that what he lies in his business without the consultation with second side and waits for her reaction then using her does. The lack of reaction from second side marks the acceptance simultaneously, and now the fact, that the aim was reached. The politics of accomplished acts is applied in the latter part of the negotiation the most often, when negotiators and send the ready contract with altered somewhat earlier settled conditions.

The style of  the  leadership of  the  negotiation  can result from the negotiator personality  predispositions or also from the sensible choice of the definite way of the working in given concretely the situation. That is already the consciously chosen and applied style however certain strategy or tactics.

The most various criteria of the description of the negotiations style exist. One taking under the attention the basic dimension of every interaction can distinguish negotiations:
-    symmetrical: leads through sides about symmetrical status e.g. the diplomatists of the similar rung,
-    asymmetric: one from sides has considerably higher status than second.

The remaining criteria of the style of the negotiation this:
-    the time,
-    engaged persons kind,
-    the object.
It is acquainting oneself worth with the typology proposes by. Jolantę Szaban, leaning on the most important dimensions of every negotiation: „the co-operation – the fight” and „activity – the passivity”.

THE STYLE I - active-cooperative – he is characterizes active and detailed analyzing, details, endeavor to logical and factual considering arguments, resistance on emotional arguments, liveliness in undertaking the conversation, sometimes even the aggression.

He STY II - passive-co-operating - is characterizes appealing     to approve of universally values, the attitude of the co-operation     and the compliance.

STYLE III - the active-fighting - he is characterizes the large activity taking over the initiative, impulsiveness spontaneity bordering on with the imposition different of the desire, manifestation to feel negative, such as: irritation
and discontent.

STYLE IV - the passive-fighting - he is characterizes the skill of maintenance of good   interpersonal   arrangements   thanks   to diplomatic dexterity; he marks him frankness, the empathic abilities of identify in the different the and sensitivity treatment, reluctance to taking over the initiative.

The introduced above profile is very general and he requires qualification. One can represent every process of the negotiation as the section joins the poles opposite behaviors make up simultaneously the series of the problems he has which to decide approaching to the negotiation every from sides.
Characterizing in this way the styles of negotiating we have to deal with two dimensions of negotiations behaviors. First qualification as the negotiator advises oneself on the axis the co-operation - the fight, and the negotiator seeks second qualification in what degree, i.e. what his approach is to get the solution of the problem - avoidance or also elasticity.
People apply solving conflicts:

The style predominant - this the cognitive style, which reflects the given person putting to the conflict and chosen by her the most often way of the behavior which is determined her needs, abilities and perception.
The style kept in the bosom - he is intentional strategy acquired in the road of experiences or training and applied then, when the „style predominant” turns out effective in the solution of the given abrasive situation little.

Many ways of classifying the negotiation exist. Three kinds of negotiating however exchange the most often:
- soft    negotiations (cooperative style),
- hard    negotiations (style rivalry),
-    based on partnership negotiations (factual or principal style).

He exists about 600 techniques and tacticses in the practice what experienced negotiators use.
The effectiveness of the negotiation depends on the acquaintance of basic tacticses. Knowledge on the subject of following tacticses is essential though in the case if second side to apply to try them in the face of us.

We number to the basic stages of the negotiation process:

- finding customers,
- the preparation of the negotiation,
- openly,
- recognition and the transformation of the partners needs,
- presenting the product,
- convincing and market,
- finalize.

The preparation is first stage to the negotiation.

One is the exact preparation to conversations the basis of the success in negotiations. This is the stage before negotiations.
In this just the moment decisions relating to representatives selection are made. First matter relates to negotiators quantities. It would be ideally, if so many found oneself after opposite sides alone representatives - this feeling of equality gives. Second matter is the guilds of the character and predispositions which we act near people selection. The persons selection should take into account: negociaciated abilities and the attributes of the personality, the acquaintance of specialist questions connected with the object, the ability of the co-operation with the team, limited individualism, foreseen parts to fulfillment during the of negotiating.
The preparation of the place of conversations is the next matter. The conceptions exist, to organize the place itself of the negotiation so, to have possibly comfortable the position, during, when the opposite side has comfortable less. One gets the best contracts when they are placed both sides possibly comfortably. Positions opposite the table suggest the confrontation. He better is so round table or seat after this alone side, and opposite the gathering of the data, table, thing, goods, graph, etc.. board. The general principle of the preparation of the place of the negotiation requires so that it suggests friendly and based on partnership putting, and not confront ate the chill.
It is the next phase of the negotiation openly, the beginning of the conversations which he is the beginning of people meetings, and also the moment of the application of first offers, creators of the exit conditions of the future contract. You should begin from preliminary conversation, settlement of mood and construction of the confidence to oneself and to one’s offers. The next task what he stands before the negotiator in the phase of opening the conversations, there is the exploration that is execution of the interview on the subject of the main elements of the situation.
Avoid surprises later, you should aim to the settlement of complete painting the enemy awaits from the time. assertion is the basis that proposals (offer, position) are just the motor of the negotiation, and not arguments and reasons.
The next stage of the negotiation is the leadership of conversations, next proposals and next mutual licenses. Beginning negotiations, we give better offers than founding from the mountain certain concessions they will satisfy these, which us. Negotiations to roll can, concessions necessary are. . The principle „concession for the concession” is the iron principle in normal arrangements. Concessions should is made small steps - if smaller than second side is successful us to execute then we get really larger advantages.
When negotiations approach to the end, and sides express the agreement on the inclusion of the contract, the time comes on careful checking what was reached. Misunderstandings are always possible. The final contract should is worked out on writing and to contain all settlements and the conditions of their realization.

The good negotiator feature

1) the skill of the planning,
2) the ability of precise thinking in the stress,
3) general „practical intelligence”,
4) the talent verbal,
5) the acquaintance of questions of the negotiated problems,
6) integrates the (strength) of the personality,the skill of estimating and using power and negotiations strength.

The acquaintance of the theory of the negotiation lets effectively build success and the competitive superiority of companies in the practice of the strategic management.

The aims of investigations

- the performance of the problems of negotiation in foreign trade on the example of chosen companies
- the qualification of the part of negoctiationed techniques
- the qualification of efficiency and the task of negotiation in the practice of the strategic management human supplies

Method and the technique of investigations

It was used in the work secondary investigations. It was already appealed to accessible materials on the market.

Necessary information was ladled from published sources, i.e. literature, periodicals, pamphlets and folders.