This paper discusses, how companies strategically can approach contract negotiations and what is known about these strategies.
We live in an increasingly globalized, and inter-connected world in which almost everything around us - from the smartphones in our hands to the shirts we are wearing – has already traveled the world before it ended up with us. For organizations it has become a normality nowadays not only to obtain products, and components, but also services from other companies.
The global outsourcing market has increased dramatically over the last decades, with a revenue of 45.6 billion USD in 2000 risen to 92.5 billion USD in 2019. Even though the market size reached its peak in 2014 and it did not come close to this again in the following years, numbers are on the rise again.
This highlights the persistent importance of BSR all over the world. Several factors determine the quality of BSRs and therefore play a role in the competitiveness of firms in their markets. Among other things, negotiating between two or more firms can be seen as a significant tool to have an impact on these relationships.
Inhaltsverzeichnis (Table of Contents)
- Introduction
- Literature Search
- Conceptual Framework
- Theoretical Foundations
- Distributive Negotiation Strategy
- Integrative Negotiation Strategy
- Relationship between Integrative and Distributive Negotiating
- Theoretical Touchpoints
- Research's Empirical Findings and Theoretical Work
- Experience
- Goals
- Fit with Sourcing Strategy, Mobility, and Type of Sacrifice
- Relationships
- Orientations
- Conclusion
Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)
This bachelor thesis aims to explore and analyze contract negotiation strategies, drawing upon existing literature and empirical findings. It seeks to understand the theoretical foundations of different negotiation approaches and their practical application. The study investigates the interplay between various factors influencing negotiation outcomes.
- Distributive vs. Integrative Negotiation Strategies
- Influence of Experience, Goals, and Relationships on Negotiation Outcomes
- The Role of Sourcing Strategy and Mobility in Negotiation
- Alignment of Negotiation Strategies with Organizational Orientations
- Synthesis of Empirical Findings and Theoretical Frameworks
Zusammenfassung der Kapitel (Chapter Summaries)
Introduction: This chapter likely sets the stage for the thesis, introducing the topic of contract negotiation strategies and outlining the research questions and methodology. It will probably provide a brief overview of the importance of effective negotiation in various contexts and highlight the gaps in existing research that the thesis aims to address. The introduction will also likely introduce the structure of the thesis and provide a roadmap for the reader.
Literature Search: This chapter systematically reviews existing literature on contract negotiation strategies. It will likely synthesize various theoretical perspectives and empirical findings, establishing a strong foundation for the subsequent chapters. The chapter’s focus will be on identifying key themes, concepts, and debates within the field of negotiation studies, setting the context for the author's own analysis.
Conceptual Framework: This chapter develops the theoretical framework underpinning the thesis. It will likely delve into the theoretical foundations of distributive and integrative negotiation strategies, exploring their strengths, weaknesses, and applicability in different situations. The chapter is expected to analyze the relationship between these two strategies and how they interact in real-world scenarios, likely incorporating relevant models and theories from the literature review.
Research's Empirical Findings and Theoretical Work: This chapter presents and analyzes empirical findings related to contract negotiation strategies. It will probably discuss the influence of factors such as experience, goals, relationships, sourcing strategies, mobility, type of sacrifice, and organizational orientations on negotiation outcomes. The chapter will likely integrate the empirical findings with the theoretical framework developed in the previous chapter, offering insights into the practical application of the theoretical models.
Schlüsselwörter (Keywords)
Contract negotiation, distributive negotiation, integrative negotiation, negotiation strategies, empirical findings, theoretical framework, experience, goals, relationships, sourcing strategy, mobility, organizational orientations.
Frequently Asked Questions: Contract Negotiation Strategies Bachelor Thesis
What is the overall topic of this bachelor thesis?
This bachelor thesis explores and analyzes contract negotiation strategies, examining their theoretical foundations and practical applications. It investigates the interplay of various factors influencing negotiation outcomes, comparing distributive and integrative approaches.
What are the main chapters covered in the thesis?
The thesis is structured into five main chapters: an introduction, a literature review, a conceptual framework detailing distributive and integrative negotiation strategies, a chapter presenting and analyzing empirical findings, and a concluding chapter. Each chapter builds upon the previous one, systematically developing the argument and analysis.
What are the key themes explored in the thesis?
Key themes include the comparison of distributive and integrative negotiation strategies; the influence of experience, goals, and relationships on negotiation outcomes; the role of sourcing strategy and mobility in negotiation; the alignment of negotiation strategies with organizational orientations; and a synthesis of empirical findings and theoretical frameworks.
What are the objectives of the thesis?
The thesis aims to understand the theoretical underpinnings of different negotiation approaches and their practical application. It seeks to investigate how various factors such as experience, goals, relationships, sourcing strategies, and organizational orientations influence negotiation outcomes, ultimately contributing to a better understanding of effective contract negotiation.
What is the scope of the literature review in this thesis?
The literature review systematically examines existing research on contract negotiation strategies, synthesizing theoretical perspectives and empirical findings to establish a strong foundation for the subsequent analysis. It identifies key themes, concepts, and debates within the field of negotiation studies.
How does the thesis approach the conceptual framework of negotiation strategies?
The thesis develops a theoretical framework that delves into the foundations of distributive and integrative negotiation strategies, analyzing their strengths, weaknesses, and applicability in different contexts. It explores the relationship between these two strategies and how they interact in real-world scenarios.
What kind of empirical findings are presented and analyzed?
The thesis presents and analyzes empirical findings related to contract negotiation strategies, focusing on the influence of factors such as experience, goals, relationships, sourcing strategy, mobility, type of sacrifice made, and organizational orientations on negotiation outcomes. These findings are then integrated with the theoretical framework.
What keywords are associated with this thesis?
Keywords include contract negotiation, distributive negotiation, integrative negotiation, negotiation strategies, empirical findings, theoretical framework, experience, goals, relationships, sourcing strategy, mobility, and organizational orientations.
What is the purpose of the chapter summaries?
The chapter summaries provide a concise overview of the content and purpose of each chapter, allowing readers to quickly grasp the thesis's structure and argumentation. They highlight the key contributions and findings of each section.
For whom is this thesis intended?
This thesis is intended for academic use, allowing for the analysis of themes in a structured and professional manner. It is suitable for researchers and students interested in contract negotiation, negotiation strategies, and related fields.
- Quote paper
- Niklas Rieder (Author), 2021, Contract Negotiation Strategies. The Relationship between Distributive and Integrative Negotiating and their Touchpoints, Munich, GRIN Verlag, https://www.grin.com/document/1022432
