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.

They use technologies, create the company and participate in her life. His profit depends on the whole personnel of every organization and maintenance on the market. This to reach to comply oneself suitable husbanding human supplies in companies that is the management frames. The management is frames the continuous process, aiming to the assurance in proper people company on suitable positions. Husbanding human supplies hugs so following actions: planning of human supplies, the recruitment of human supplies, the selection of personnel, introduction to the work, perfected and the training of personnel, the opinion of efficiency, promotions, the transfer the, black the
and relaxation from the work, planning of the career.
The work gathers in the group in the present day, developing dynamically world of more and larger meaning. The group worked efficiently, someone has her to direct. Not all people are able to however this task matches.
Unusually important while introducing changes, though time-consuming and expensive, there are also the trainings of the staff. Authority in this field C. Moller the high class claims, that „we should broadcast the larger rank to trainings and focus not only on the technological aspects or technical, but also on the matters of the management and the communicating the bosses and staff”.
People administer the powerful potential, which in the place of the work is used only just in 5-10 %. These alone people use the rest of their energy and ingeniousness in the different way and in the different the than mother company place (working after hours in the different company e.g.). Disregarding us give subordinate together with their ideas and conceptions up continuous improving the processes of the work.
Frequent, especially in our country, he the factor demobilizing is shifted, which he be able to not to administer people. He is received as the incompetent, unfair person. They particularly absurd and harmful black are written
in the system: every member of the crew receives the signal, that if he does not arise from definite duties, then he will pay for this surely. This is the additional pressure exerted on the worker. His stress grows and the same chances diminish on the fulfillment of the appointed task. The extraction of financial consequences has the sense in very specific cases, when someone exposes the company on losses, his fault is evident, and black he follows quickly.
I accompany that expectation from them of this is one of the most important principles of the co-operation with people on the basis of the read by me literature, what the best.
We should is set to other people in the thought of this principle favorably, we should see good features in them. If we change in suspicious and the „looking all on the hand” bosses, then we will lose a lot of time on looking after different not only unnecessarily but our friends from work will begin the bad features which we try to find in them to gather. They subordinate will not try efficiently to work, because they will notice, that and so we will not value their effort but we only will point out possible defects and mistakes. So now we should perceive dependent us people, as the full persons of energy and enthusiasm for this they do, as such, which they work the best as theybe able to. We will cause then, that they oneself will try to function as these expectation and such will happen after some time, what we them perceive. If someone commits the mistake, we should not tell him you „You do always so” because this discourages to work and avoidance in future of such mistakes; we should rather say „This to you unlike, that is why you should repair this mistake. I think that this will not repeat in the future any more”.
Every man has in oneself the mixture of the good and bad. If we wait from him good things - we will help him to bring back the success which will also be after the part our success. If we however see in the man bad features themselves, he will happen such in fact.

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 are the process of communicating sides being holding in the situation, when they wait that the agreement can assure larger advantages than the working without the agreement.
This is so the process of the solving the problems in which two sides discuss (they communicate) on the subject distributing their matter and they aim to the finding of the common solution, they require profitable for every one from sides, negotiations from participants so that they qualify matters what to, which various sentences have, they require „learning” their needs and businesses mutually, working out possible solutions, until to the achievement of the final agreement.
Negotiations ends the success they usually are the result of the mutual exchange of opinions and information as also certain settlements undertaken through negotiating sides. Exchange this can have the public or hidden character.
Negotiations usually make up the combination of the compromise, co-operation and pressure on the common party of the solutions which for one from sides are particularly important.
The exchange of concessions, license is basic mechanism to the achievement of the agreement so, the mutual stringing the conditions whose fulfillment defines the more far conduct of sides to oneself.
P.R. Cateora defines the negotiations in global marketing as deliberating oneself, the haggle or discussions in whose partners they co-ordinate the mutual services under the executioner of the achievement of the profitable agreement.

Before proper conversations will start, you should execute what the least two push:
- to prepare essentially,
- to produce in oneself proper putting.
One is the exact preparation to conversations the basis of the success in negotiations. This is the stage before negotiations.

Every negotiations process has ones the structure, in he the most important to which is he mislaid on stages. We can distinguish the following stages of negotiating:
- finding customers,
- the preparation of the negotiation,
- openly,
- recognition and the transformation of the partners needs,
- presenting the product,
- convincing and market,
- Finalize.
Some negotiators begin prognoses from presenting extreme offers or extreme demands fold. Different negotiators go out from the initial positions which are bring nearer to been go to aims.
The understanding of the way of the being particularly important is in negotiations and the customs of second side, for interpretations leanings only on the own scale can lead to incorrect conclusions.
You should inform the risk of cultural traps before beginning the process of the negotiation. You should in certain measure happen produce the proper report in the face of the opposite side.

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.

The negotiation is this common explaining, representing opinions and containing arrangements, led by authorized representatives two or the larger number of states or companies, in the form of conversations or the exchange of written documents. They require from participants, specified and the performance of their matters, what to which the various opinions, meetings of their needs and businesses and the achievement of the agreement have.
To the choice of the subject „Negotiations as the leading element of the strategic management human supplies on the example of chosen companies” she induced me first of all desire and the curiosity of deepening the knowledge on the subject of the plough land what the negotiations play in the present-day world.

Have we really have with them to deal with everywhere, but or we know to end about this? Is this something, what is he defined the name „art” often and he as the gift is accessible therefore initiated, if one what can also learn something? On what do negotiation abilities depend? What should the man leading negotiations in the possibly best way be characterized? And if to already negotiate, then to do what to do this effectively. On what do the most frequent negociaciated mistakes depend? Finding of the answer on this and many different questions requires understandings of the essence of lying sides and the capture many of connected with this process skills.

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.