THE ROLE OF THE LEADER IN BUSINESS NEGOTIATION OF INVESTMENT IN COMPANIES IN KOSOVO

Abstract

In what kind of world we live in, where each individual has to fight for himself, negotiation is the key to success. In some situations we will have a better starting position, but still end up as the loser in the negotiations, and sometimes we even start from the unenviable position will be able to achieve more than expected. Negotiation, both on a personal level as well as on the business, we need to improve our position. Competitive environment and constant collision with the technology require constant negotiation with customers and suppliers in the market. Therefore, it is necessary to develop the negotiation phase, and be aware of the advantages and disadvantages of negotiating style, but also of culture in which we operate. The teams coming to confusion if the leader is not doing its job if it is not ready for decision and sometimes difficult decisions at a crucial moment. Here we come to the difference between leaders and managers. Especially in smaller organizations overlap of these two positions, which is not always a winning combination.