Affärsförhandlingar: en studie av relationsskapande förhandlingar avseende köp- respektive säljsituationer i företag med olika typer av affärsverksamhet
Independent thesis Advanced level (degree of Magister)Student thesisAlternative title
Business negotiations : a study of negotiations that serve to establish a relationship with regard to sales and procurement negotiations in companies with business activities of various kinds (English)
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.
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.
Research method: The study was realized with the help of twelve qualitative interviews.
Result: The elements of importance when creating a successful negotiation with regard to building long-term relationships were mainly elements of co-operation and to some extent elements of competition. Complex and public companies did also exhibit particular elements that were of importance for these categories. The elements did not part considerably regarding purchasers, sales representatives or companies with business activities of various kinds. The elements of importance when building long-term relationships were to a great extent dependent on human elements.
Place, publisher, year, edition, pages
Ekonomiska institutionen , 2003. , 122 p.
Master Thesis in Business Administration (Magisteruppsats från Internationella ekonomprogrammet), 2003:15
Business and economics, Negotiations, business negotiations, negotiation technique, business relationships, co-operation, game theory, social exchange theory, decision-analytical perspective.
Economics and Business
IdentifiersURN: urn:nbn:se:liu:diva-1543OAI: oai:DiVA.org:liu-1543DiVA: diva2:18867