Business negotiation advances
Koufopoulou, Fotini E.
This is a research about business negotiation advances. Its main purpose is to see, compare and contrast the traditional together with the very last negotiation processes. In this study, we can discern a general overview of business negotiation procedures. Different and various methods followed for many decades have been observed. A model has been created to structure this discussion. The model consists of two major parts of constructs, including the traditional and the modern negotiation. The studies come across were classified in accordance with the form, and every faction of arrangements was examined. Characteristics of the traditional negotiation framework in focus in present study comprise the negotiation process, steps in the process, preparations, communication and information sharing, making offers, tactics, negotiator behaviours during the negotiation, information exchange, bargaining and closing and commitment. Variables describing the modern negotiation course of action incorporate the bottom of the form of the negotiation, the relationship building, the more thinking time we need which is beneficial, the negotiations development implemented on an international basis, the relationship among negotiators, the purchasing policy and fitting for purpose negotiation models. Finally, there has been studied the basic purchase consideration, the style we have to adopt during negotiation development, the negotiation medium and support systems, as well as the negotiation setting. Furthermore, the report discusses about the avenues for upcoming research. It makes efforts to imitate or disagree with results from extant study. It is lastly recommended that attempts must be implemented to revise negotiations where they are not only be estimated as single incidents, but as part of series that occur both within recently formed and within established association.
Number of pages111 p.
Post-graduate ProgramMSc Project Management
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