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Dissertations / Theses on the topic 'Business negotiation'

Author: Grafiati

Published: 4 June 2021

Last updated: 25 July 2025

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1

Lim, Cheng Geok. "Intercultural business negotiations : negotiation and linguistic procedures." Thesis, Aston University, 1995. http://publications.aston.ac.uk/10819/.

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2

Lindborg, Alexander, and Anna-Carin Ohlsson. "Cross-cultural business negotiations : how cultural intelligence influences the business negotiation process." Thesis, Kristianstad University College, School of Health and Society, 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:hkr:diva-5833.

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<p>Over the last 30 years, technology has made it possible for people to travel to other cultures in a cheaper and more efficient way. The increased traveling has made it possible for an increase in trade and as the trade flourishes the need for people that can handle the differences between the cultures in the world increase. Some people handle cross-cultural negotiations better than others; we want to know how Cultural Intelligence influences The Business Negotiation Process.</p><p>To find out how Cultural Intelligence influences The Business Negotiation Process we choose to conduct qualitat

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3

Thörnblom, Jonas. "Cultural Impact on International Business Negotiation." Thesis, Linköping University, Department of Management and Economics, 2002. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-1212.

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<p>Background: The increasing global business competitiveness thoroughly intensifies the demand for improvements of communication and negotiation skills in order to adjust competence to successfully conduct the work of getting treaties of cooperation and business development to work everywhere. It is simply a matter of survival for an increasing amount of multinational companies operating in all kinds of different locations and businesses around the world. This state of nature also holds for Swedish and Spanish companies, that both heavily depend on foreign trade, and whose negotiating behavio

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4

Aykaç, Tayfun [Verfasser]. "Teams in Intercultural Business Negotiations : prioritization of negotiation issues, adaptation to culture-bound negotiation styles, and (un-)ethical behavior / Tayfun Aykaç." Berlin : ESCP Europe Wirtschaftshochschule Berlin, 2015. http://d-nb.info/1071074164/34.

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5

Rhee, Hyeun-Suk. "A study on the impact of a negotiation support system on the negotiation process and outcomes." Connect to resource, 1993. http://rave.ohiolink.edu/etdc/view.cgi?acc%5Fnum=osu1263045995.

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6

Andersson, Viktor, and Alexandra Mets. "Cross-Cultural Business Negotiations : The Impact of Business Cultures from a Swedish Perspective." Thesis, Karlstads universitet, Handelshögskolan (from 2013), 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:kau:diva-77717.

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With our increasingly competitive globalized economy, we are experiencing an emerging trend of firms competing on new international business markets (Bell et al. 2001; Huang 2010). In order to successfully negotiate in an international context, cultural sensitivity needs to be taken into consideration (Manrai & Manrai 2010). This study aims to examine how and to what extent professionalnegotiators’ international negotiation process is influenced by different businesscultures. The study was made by in-depth interviews of five Swedish based professional negotiators and their experiences from

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Nardi, Nazly Katherine. "Negotiating with Dominicans: An Analysis of the Negotiation Style Used by Dominicans." NSUWorks, 2009. http://nsuworks.nova.edu/hsbe_etd/82.

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This dissertation examines the negotiating style of the Dominican negotiator. The research presented is of qualitative nature -a phenomenology study- which looks at a single country: the Dominican Republic. Two major research strategies used in this research are (a) in-depth interviews with negotiators and observers and (b) a cultural survey instrument of Dominican managers. Data has been collected from primary sources, through interviews of negotiators in the private and public sector and through surveys completed by managers and negotiators. After distilling the interview through horizonaliz

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8

Li, Haifei. "Automated e-business negotiation model, life cycle, and system architecture /." [Gainesville, Fla.] : University of Florida, 2001. http://purl.fcla.edu/fcla/etd/UFE0000327.

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Thesis (Ph. D.)--University of Florida, 2001.<br>Title from title page of source document. Document formatted into pages; contains xi, 117 p.; also contains graphics. Includes vita. Includes bibliographical references.

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9

Rudolph, Kai. "Bargaining power effects in financial contracting : a joint analysis of contract type and placement mode choices /." Berlin : Springer, 2006. http://dx.doi.org/10.1007/3-540-34496-9.

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Lin, Xiaofeng, Ran Yan, and Argiris Christakopoulos. "International business negotiation in the South and North China." Thesis, Mälardalen University, School of Sustainable Development of Society and Technology, 2008. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-4444.

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<p>AbstractData: 2008 –09 – 29Level: Bachelor Thesis in Business Administration, 15 hp,Title: International business negotiation in the South and North ChinaAuthors: Xiaofeng Lin, Ran Yan, Argiris Christakopoulos,Supervisor: Leif SannerProblem: Concurred with China's economic development, the commercial activitiesamong China and different countries have become more frequent. Manyscholars have come to realize that China's different cultural background hasbeen a great extent influenced by the international business activities, andmany articles have been described about how the Chinese unique cul

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鍾煒霖 and Yan W. Fong. "Negotiation techniques and their applications in the diamond business." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 1988. http://hub.hku.hk/bib/B31264062.

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Lin, Xiaofeng Yan Ran Christakopoulos Argiris. "International business negotiation in the South and North China /." Eskilstuna : Mälardalen University. School of Sustainable Development of Society and Technology, 2008. http://www.diva-portal.org/smash/get/diva2:127352/FULLTEXT01.

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13

Fong, Yan W. "Negotiation techniques and their applications in the diamond business /." [Hong Kong : University of Hong Kong], 1988. http://sunzi.lib.hku.hk/hkuto/record.jsp?B12368155.

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14

Garcez, Pedro de Moraes. "Conflicting conversational styles in a cross-cultural business negotiation." reponame:Repositório Institucional da UFSC, 1991. https://repositorio.ufsc.br/xmlui/handle/123456789/157716.

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Dissertação (mestrado) - Universidade Federal de Santa Catarina, Centro de Comunicação e Expressão<br>Made available in DSpace on 2016-01-08T17:23:17Z (GMT). No. of bitstreams: 1 84375.pdf: 3767467 bytes, checksum: 89c4ae5f362581e206fffbb9712395b9 (MD5) Previous issue date: 1991<br>Durante 4 dias consecutivos foram gravadas em vídeo reuniões entre dois importadores norte-americanos e dois fabricantes brasileiros. Apresenta-se aqui a micro-análise etnográfica desta interação (Erickson 1991). A partir desta análise foram integrados os dados de pesquisa e isolados os momentos de conflito na int

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Nagatomo, Yuko. "Intercultural factors in business negotiation between Japanese and Americans." PDXScholar, 1988. https://pdxscholar.library.pdx.edu/open_access_etds/4055.

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This thesis is a review of relevant literature on business negotiation between Japanese and American and an analysis of cultural differences in negotiation from an intercultural perspective. The following four key issues are explored and analyzed with intercultural communication concepts: 1. major differences in approaches to the process of business negotiation between the United States and Japan; 2. potential friction between Japanese and Americans in business negotiation that is attributable to Japanese and American cultural differences; 3. the applicability and usefulness of an intercultura

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Khakhar, Priyan P. "Examining the impact of power, negotiator characteristics and environmental factors on the international business negotiation process." Thesis, University of Manchester, 2007. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.594761.

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The increase in international business activity and the potential high losses deriving from unsuccessful negotiations highlights the importance of continued research within the international business negotiation discipline. The importance of international business negotiations within global business is reflected in the academic community by observing the growth in the number of publications and the increased reference to conceptual models of international business that capture a vast array of factors. Based on a thorough literature review the following research gaps were identified. First, ins

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Abouhamada, Abdelmawgoud Abdalla. "Negotiation strategy in Egyptian multinational enterprises." Thesis, University of Derby, 2001. http://hdl.handle.net/10545/325015.

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The negotiation process (NP) is the process by which two or more negotiation parties try to achieve a mutual agreement. The negotiation strategy selection (NSS) is an important part in this process. As the proportion of the international to domestic trade increased in recent years so the frequency of the negotiation processes between people from different countries and cultures increased. Most of the relevant studies in the negotiation field focussed on NP generally and a very few of these studies focussed on the negotiation strategy (NS). There are many factors that influence NSS but from the

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18

Chen, Xi. "IT supported business process negotiation, reconciliation and execution for cross-organisational e-business collaboration." Thesis, Loughborough University, 2008. https://dspace.lboro.ac.uk/2134/4873.

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Sandin, Ronja, and Joshua Francis. "The Complexity of Executing International Negotiations while Maintaining Business Ethics - Developing the value-based International negotiation model from an ethical perspective - the Sanfran Ethical International Business Negotiation Model (SEIB NM) : An exploratory case study within the defence industry." Thesis, Internationella Handelshögskolan, Högskolan i Jönköping, IHH, Företagsekonomi, 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-39874.

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Background This thesis explores the role of ethics in negotiations within the international defence industry. Existing gaps in literature are identified by using two existing literature reviews: one concerning negotiations and one concerning ethics. The gaps in existing literature lead to the need for a number of areas of development: the need for new negotiation models; the need to include ethics in international negotiations; and the need for studies to included negotiation professionals, opposed to students. Methodology and Method The method used consists of a single-case study using interv

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20

Ma, Zhenzhong 1972. "All negotiations are not perceived equal : the impact of culture and personality on cognitions, behaviors, and outcomes." Thesis, McGill University, 2005. http://digitool.Library.McGill.CA:80/R/?func=dbin-jump-full&object_id=85186.

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Culture and personality have been two of the most-studied factors in negotiation research, yet only limited evidence has been provided for their impact on negotiation behaviors and outcomes. This dissertation first reviews the development of negotiation research and explores an emergent body of negotiation studies that integrate cognitive and social factors into the examination of the negotiation process (Bazerman, Curhan, Moore, & Valley, 2000). A mental model of dyadic negotiation is proposed to incorporate the principles from social cognition research, whereby negotiation is seen as

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Hu, Jiuru. "Virtual property agency : electronic market with negotiation supports /." Hong Kong : University of Hong Kong, 2000. http://sunzi.lib.hku.hk/hkuto/record.jsp?B21903505.

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Deari, Hasim, Viktoria Kimmel, and Paola Lopez. "Effects of cultural differences in international business and price negotiation." Thesis, Växjö University, School of Management and Economics, 2008. http://urn.kb.se/resolve?urn=urn:nbn:se:vxu:diva-2215.

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<p>The number of companies operating internationally is growing constantly. The world is opening up for foreign firms and new destinations in the company´ business are increasing. Because of high competition the companies operating abroad are faced with a much larger task then before.</p><p>When going international the challenges the company must handle are new and unfamiliar. Obstacles the firm never faced before are becoming crucial in the every day work. Culture is one of these obstacles and can affect the entire co-operation.</p><p>Culture can influence the business in different ways. Lang

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23

Bülow, Anne Marie. "E-Mail in International Negotiation." Department für Fremdsprachliche Wirtschaftskommunikation, WU Vienna University of Economics and Business, 2009. http://epub.wu.ac.at/1136/1/document.pdf.

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This paper investigates the advantages and disadvantages of the use of e-mail to obtain agreement between two parties with overlapping but also conflicting interests. The literature on Media Richness suggests that e-mail is too lean to facilitate agreement; but all supporting evidence stems from homogenous populations. This paper, however, starts from the hypothesis that in connection with lingua franca interaction, the text format provides advantages for parties that need to think how to phrase an argument. However, the evidence provided from a negotiation task performed by international busi

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Burhan, Ahmad Mtengwa. "Marketers' perceptions of negotiation behaviour in a global scale." Thesis, Nelson Mandela Metropolitan University, 2012. http://hdl.handle.net/10948/d1013705.

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The success of international business depends on effective negotiations. Such negotiations do no happen in a vacuum, but usually in a specific environment that includes; time, surrounding, place, culture and people. The business environmental setting includes legal and political pluralism, currency fluctuations, foreign exchange, foreign government controls, bureaucracy, instability, change, ideological and cultural differences, as well as the influence of external stakeholders. These business negotiations environments can influence the behaviour of negotiation in global firms, impacting firms

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Yang, Zhijian Kevin. "Role and behavior of interpreters : an exploratory study in American-Chinese business negotiations." PDXScholar, 1991. https://pdxscholar.library.pdx.edu/open_access_etds/4277.

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The purpose of this study is to identify the roles and behaviors of interpreters. The context of this research is American-Chinese business negotiations. The focus of this study is on the roles and behaviors of interpreters by means of revealing the perspectives of interpreters and American negotiators.

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胡九如 and Jiuru Hu. "Virtual property agency: electronic market with negotiation supports." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 2000. http://hub.hku.hk/bib/B31222699.

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27

Lei, Pouwan. "Negotiation and coordination using market-based agents in E-business applications." Thesis, University of Sussex, 2003. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.271769.

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28

Aspeteg, Joakim, and Jonas Karlsson. "A Swedish perspective of business negotiation in a cross-cultural context : A multiple case study on B2B level regarding business negotiations in China and how cultural differences has an impact." Thesis, Linnéuniversitetet, Institutionen för organisation och entreprenörskap (OE), 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-36239.

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29

Prince, Les. "Leadership and the negotiation of order in small groups." Thesis, Aston University, 1988. http://publications.aston.ac.uk/10846/.

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This thesis is focussed on the role differentiationhypothesis as it relates to small groups (Bales, 1958). The hypothesis is systematically examined, both conceptually and empirically, in the light of the Equilibrium Hypothesis (Bales, 1953) and the Negotiated Order Theory of leadership (e.g. Hosking, 1988). Chapter 1 sketches in a context for the research,which was stimulated by attempts during the 60s and 70s to organise small groups without leaders (the leaderless group, based on isocratic principles). Chapter 2 gives a conceptual and developmental overview of Bales' work, concentrating on

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Rose, Randall L. "Attributional processes in buyer-seller negotiations /." The Ohio State University, 1986. http://rave.ohiolink.edu/etdc/view?acc_num=osu1487323583621216.

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Shen, Lei. "A Discourse Analysis of Chinese Disagreement Management Strategies in Business Negotiation Settings." Diss., Tucson, Arizona : University of Arizona, 2006. http://etd.library.arizona.edu/etd/GetFileServlet?file=file:///data1/pdf/etd/azu%5Fetd%5F1469%5F1%5Fm.pdf&type=application/pdf.

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Borghese, Erica <1994&gt. "The Impact of Culture in International Business Negotiation - the Chinese-Italian Example." Master's Degree Thesis, Università Ca' Foscari Venezia, 2021. http://hdl.handle.net/10579/18935.

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Lo scopo dell’elaborato è quello di analizzare in che modo le differenze culturali influenzano le trattative commerciali tra Cina e Italia. Il primo capitolo comprende un'introduzione generale al concetto di negoziazione e identifica i vari fattori che influiscono su tale processo. In primo luogo, vengono analizzati alcuni aspetti legali con particolare riferimento all’ordinamento italiano, tra cui la responsabilità precontrattuale, il principio di buona fede e i documenti precontrattuali, ma anche la disuguaglianza del potere negoziale e le leggi a tutela del contraente debole. Nella sezione

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Li, Fengru. "The cultural meanings and social functions of "face" in Sino-U.S. business negotiations /." Thesis, Connect to this title online; UW restricted, 1996. http://hdl.handle.net/1773/8217.

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Shehryar, M. Omar. "Antecedents and consequences of consumers' desire to negotiate /." free to MU campus, to others for purchase, 2003. http://wwwlib.umi.com/cr/mo/fullcit?p3099633.

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Yang, Wenhui. "A discourse analysis of trade negotiations." HKBU Institutional Repository, 2008. http://repository.hkbu.edu.hk/etd_ra/861.

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Ma, Xiaoyan. "The role of renegotiation on incentives and welfare in venture capital /." View Abstract or Full-Text, 2002. http://library.ust.hk/cgi/db/thesis.pl?ECON%202002%20MA.

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Thesis (M. Phil.)--Hong Kong University of Science and Technology, 2002.<br>Includes bibliographical references (leaves 19-20). Also available in electronic version. Access restricted to campus users.

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Leung, Thomas K. P. "An empirical study of a holistic Sino-foreign joint venture negotiation model /." [Richmond, N.S.W.} : University of Western Sydney, Hawkesbury, 1999. http://library.uws.edu.au/adt-NUWS/public/adt-NUWS20030624.085939/index.html.

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Thesis (Ph.D.) -- University of Western Sydney, Hawkesbury, 1999.<br>Spine title: Sino-foreign negotiation. Thesis submitted for the degree of Doctor of Philosophy. Includes bibliographical references (p. 572-574).

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Zucchi, York Arnim Vigoni. "Factors affecting the equity-split decisions at business start-up in South Africa." Diss., University of Pretoria, 2011. http://hdl.handle.net/2263/25225.

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The issue of the division of equity is one that founders of joint ventures inevitably face during the start-up phase of business development. Whilst this is an issue of great importance in that it shapes the capital structure of the business (Roberts and Zender, 2008) and impacts on the future productivity of founder members (Holstrom, 1982), it is an area that has received little systematic attention in academic literature. Hellman and Wasserman (2011) conducted a large scale study of equity splits in start-up’s and noted that the three factors of (1) the value of the idea, (2) past entrepren

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Szymanska, Izabela Iwona. "A case study of entrepreneurial orientation and organizational identity negotiation in large, transgenerational family business." Thesis, The University of North Carolina at Charlotte, 2015. http://pqdtopen.proquest.com/#viewpdf?dispub=3721075.

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<p> The current body of research suggests that the relative importance of business objectives and family objectives changes over time in family firms (Miller et al., 2011). As family firms age, company management tends to provide more resources for the immediate needs of family members rather than invest in projects capable of bringing new streams of revenue. However, there are exceptions from this trend: The decrease in competitiveness does not affect all family businesses. I am interested in how some family businesses are able to maintain a strong business and entrepreneurial focus over gene

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Karanasiou, Panagiota-Penny. "Fulfilling the interpreting mandate in business negotiation meetings : the perspectives of interpreters and clients." Thesis, Heriot-Watt University, 2017. http://hdl.handle.net/10399/3373.

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This study investigates how interpreters perceive their role while working in business negotiation settings and also what role clients mandate to interpreters in those settings. Building on existing work on liaison interpreting, this study hypothesises that interpreters in business settings are active and visible parties of the interaction. As such, they exceed their prescribed role and become part of the client's team. In order to test this hypothesis and scrutinize the role of interpreters in those settings, a mixed methods approach was followed. Both quantitative and qualitative data were c

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Schmidt, Katarina, and Alexandra Skerka. "Affärsförhandlingar : en studie av relationsskapande förhandlingar avseende köp- respektive säljsituationer i företag med olika typer av affärsverksamhet." Thesis, Linköping University, Department of Management and Economics, 2003. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-1543.

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<p>Background: The starting point of the thesis is the growing importance of negotiations that serve to establish a relationship between the parties involved as companies’ business activities are getting more complex. </p><p>Purpose: The purpose of the thesis is to find and to analyze which elements are of importance for parties, when creating a successful negotiation with regard to building long-term relationships, and if those elements differ for sales and procurement negotiations in companies with business activities of various kinds. </p><p>Research method: The study was realized with the

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Hughes, Justin H. "An analysis of Sun Tzu's Art of War with the context of negotiations : approaches and strategies." Thesis, Stellenbosch : Stellenbosch University, 2005. http://hdl.handle.net/10019.1/50258.

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Thesis (MBA)--Stellenbosch University, 2005.<br>ENGLISH ABSTRACT: If you want peace make ready for war! This was what Sun Tzu believed when conveying his philosophies in his book the Art of War. What is remarkable about the Art of War is that it was written about 2300 years ago and presented a new way of thinking about battle. Sun Tzu did not promote engaging in battle but rather overcoming the enemy without having to do battle. "100 victories in 100 battles is not the most skilful. Subduing without battle is the most skilful" (Denma Translation: 2003: 25 - 26). The Sun Tzu begins with

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Sheffield, James. "The effects of bargaining orientation and communication medium on negotiations in the Bilateral Monopoly Task." Diss., The University of Arizona, 1989. http://hdl.handle.net/10150/184682.

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Discussions via electronic mail are becoming commonplace to support decision-making and coordinating activities. Users of these technologies are usually dispersed either in a geographical and/or a temporal sense. Thus, unlike participants in face-to-face meetings, participants in electronic text discussions cannot speak to each other nor can they see each other. Unfortunately, few guidelines exist which identify the tasks for which electronic text and face-to-face meetings are effective. This study examines how communication via electronic text impacts the processes and outcomes of negotiation

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Li, Wentao. "An agent-based negotiation model for the sourcing of construction suppliers." Click to view the E-thesis via HKUTO, 2008. http://sunzi.lib.hku.hk/hkuto/record/B39633950.

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Leung, Chun-wai David, and 梁俊偉. "An agent-based negotiation framework for supply chain management." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 2003. http://hub.hku.hk/bib/B26651129.

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Fang, Fang, and 方芳. "A life-cycle-oriented negotiation framework for supply chain management: an agent-based approach withhybrid learning." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 2007. http://hub.hku.hk/bib/B39362437.

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Lee, Lik-hang, and 李力恆. "An agent-based model to support multi-issue negotiation in green supply chain." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 2013. http://hdl.handle.net/10722/197508.

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To implement green supply chain, a company has to consider sustainability impacts in assessing potential suppliers. Thereby, the supplier evaluation and selection criteria would include various key performance indicators such as price, quality, delivery, as well as environmental and corporate social responsibility aspects. Researchers have proposed numerous multi-criteria decision making (MCDM) approaches for evaluating the multiple conflicting criteria in supplier selection. However, most of the existing approaches have ignored some important issues in business environment such as supplier qu

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Frascatore, Mark R. "Optimal tenure choice and collusive behavior in contract negotiation models." Diss., Virginia Tech, 1994. http://hdl.handle.net/10919/38560.

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he assumption of a purely self-interested supervisor in a three-tier hierarchy (a principal-supervisor-agent framework) gives rise to the possibility of supervisor-agent collusion which lowers the principal's profits. It has also been shown that the transfer of information in side contract negotiations between the supervisor and the agent may hinder collusion and maintain high principal profits. In chapter 2, I show that imposing "credible" updating of type beliefs during negotiations can guarantee one of two outcomes that are Pareto superior for the supervisor-agent coalition. I further refin

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Lourens, Ann Sharon. "Analysis of strategies used by an organisation to manage conflict." Thesis, Port Elizabeth Technikon, 2000. http://hdl.handle.net/10948/18.

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This research study addresses the problem of determining the strategies that can be used to manage conflict effectively. To achieve this objective a comprehensive literature study was performed to determine the views on conflict and various models of conflict. The study also included the reasons for and sources of conflict and the effects of conflict on an organisation. The next step was to identify the conflict management strategies that were revealed by the literature study. The appropriate conflict handling styles, how to improve organisational practices and special rules and structures wer

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Zarankin, Tal G. Wall James A. "Calling the shots in negotiations the effects of self-efficacy, cognitive style, goal orientation, information about past performance, and opponents' behavior on negotiators' risk taking /." Diss., Columbia, Mo. : University of Missouri--Columbia, 2009. http://hdl.handle.net/10355/6165.

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Title from PDF of title page (University of Missouri--Columbia, viewed on Feb 17, 2010). The entire thesis text is included in the research.pdf file; the official abstract appears in the short.pdf file; a non-technical public abstract appears in the public.pdf file. Dissertation advisor: Dr. James A. Wall Jr. Vita. Includes bibliographical references.

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