Organizing and managing tourism businesses through strategies, tactics and negotiation techniques. Summary of the PhD thesis in economic science

Abstract

The actuality and importance of the topic. Any type of business involves conducting business negotiations. The tourism business is no exception to this rule. All the work, often arduous, carried out during the negotiations, aims to obtain certain economic advantages, which can consequently contribute to the development and profitability of the tourism business. There are no universal, valid recipes for organizing and holding negotiations in the tourism business. However, the author of this research tried, through this topic, to identify and customize certain characteristics specific to the way negotiations are conducted in the tourism business environment and to come up with certain suggestions on improving this process. Also, the study of this topic led the researcher to the conclusion that a tourism market actor who knows the art of negotiations, can quickly adapt to any situation of the business environment, which can be generated by a certain conflict, misunderstanding or dispute. We report the fact that the specific reality of the negotiation process existing in the tourism industry, where the activity is quite vast and dynamic, directed us to the idea of studying this process much deeper and much more fundamentally, in order to analyze the area of problems, divergences, challenges and inhomogeneous interests of the actors of the tourism market, who are involved in conducting negotiations. Moreover, the tourism business takes place in an environment of very fierce competition, which often generates ferocious conflicts and disputes between business partners. In order to study this phenomenon in a complex and unitary way, we need to specify the situations that generate the emergence and development of conflicts and misunderstandings between the actors of the tourism market, to examine the structure and conditions of evolution of the process itself, to analyze the current trends regarding the constructive conduct of negotiations. The reason for starting research in this field was also conditioned by the increase in the role of negotiation in international tourism business. All business relationships in international transactions take place only through the prism of negotiations, which led us to establish the purpose of the research of this paper.