International Journal of Business and Social Science

ISSN 2219-1933 (Print), 2219-6021 (Online) DOI: 10.30845/ijbss

Theoretical And Practical Problems of Negotiating Competencies Development for Business Management Students: Case of Lithuania
Kęstutis Peleckis, Valentina Peleckienė, Aušra Liučvaitienė, Asta Stankevičienė, Kęstutis Peleckis

This paper discusses the problems associated with students' negotiating skills in education of business administration, discussing the problems of structure and content. Here are disclosed and described structural elements of business managers negotiating skills: personal characteristics, personal values, attitudes, knowledge, skills, abilities, emotional intelligence, charisma. Here are discussed the individualized work with students, the principles of organization’ student-centered learning and assumptions to develop managerial and negotiating skills. The paper also analyzes the structural elements of the negotiating skills and characterizes that their content can be developed by a planned, systematic and holistic approach. For this purpose there are highlighted the areas and fields in which the bargaining skills of business management students should be developed. In order to develop negotiating skills of business management students more effectively, here is the argument for the need to shift from teaching on knowledge-based education (called knowledge based approach) to learning paradigm in which education is based on competences (competences based approach): assessing the learning as a process involving the student’s thinking, perception, feelings, emotions, and behavioral processes and their changes during training process with an emphasis on the student’s experience accrued as a meaningful educational process, revealing growth of his skills (to see, to experience, to understand, to assimilate, to learn) in real or simulated learning activities.

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