Explanation of the different negotiation tactics and body language styles in theory compared to the actual behaviour of German negotiators.
[...]
Supply Chain Management is a vast topic and enfolds every task involved in the movement
and storage of raw-materials, work-in process inventory, as well as finished goods from the
first design step to the ready-to-deliver good. One topic that influences all the different
steps in the supply chain is procurement. In today’s world the business competition has
grown, due to the globalisation. Therefore it becomes every harder to get the best possible
goods for the best possible price. That makes it challenging to produce goods cheap and sell
them with an acceptable price on the market. Due to that fact procurement becomes more
important for every company, especially in western countries, because here the wages and
production costs have a higher level as in developing countries.
To stay competitive regarding companies from such countries, procurement can be an useful
instrument. In countries such as UK and the USA Supply Chain Management and especially
procurement has become an important part in nearly every company. Several specialised
Bachelor- and Master-Programmes have been developed to match the demanded requirements
for procurement executives. In Germany such programmes are nearly nonexistent.
Here procurement is not disregarded, but purchasers are often career changers,
thus they are quite often no experts. Many courses of instruction are offered, but they do
not prepare the buyers as good as a complete field of study would do.
This is the part the Bachelor-Thesis will concern. In most works or theories only the negotiation
strategies and tactics are regarded, sometimes in the combination with body language,
but one analysing the actual negotiation behaviour in the standard situations of
German purchasers and comparing them to the theory to find starting points that can be improved
cannot be found. Thus the question arises whether it is true that there is a lack of
information and education in this area.[...]
Table of Contents
- 1. Introduction
- a. Problem Definition
- b. Objectives
- c. Scope of Work
- 2. Theory
- a. Principles of Negotiations
- i. Types of Negotiation
- ii. Explicit and Tacit Negotiations
- iii. What are Strategies and Tactics?
- iv. Theoretical Execution
- b. Negotiation Tactics
- c. Body Language
- i. What is Body Language?
- ii. Facial Expression
- iii. Body Movement and Gesture
- iv. Physical Contact and Proxemic
- v. Posture
- d. Outward appearance
- a. Principles of Negotiations
- 3. Transfer the Theory into Practice
- a. Introduction of the Empirical Study
- i. Deciding on the Method
- ii. Explaining the procedure
- b. Results of the Study
- i. Situation 1: One purchaser, Many Suppliers
- ii. Situation 2: One Purchaser, One Supplier
- iii. Situation 3: Many Purchasers, One Supplier
- a. Introduction of the Empirical Study
- 4. Conclusion
- a. Target Achievement
- b. Outlook
Objectives and Key Themes
This bachelor thesis aims to explore the theoretical foundations of negotiation tactics and body language, and to subsequently apply these theories to practical scenarios. The study investigates how theoretical negotiation strategies translate into real-world situations and analyzes the interplay between verbal and non-verbal communication in achieving successful outcomes.
- Theoretical framework of negotiation tactics
- The role of body language in negotiation
- Empirical analysis of negotiation situations
- The effectiveness of various negotiation tactics
- The connection between theory and practice in negotiation
Chapter Summaries
1. Introduction: This chapter sets the stage for the thesis by defining the problem of understanding the complexities of negotiation, highlighting the significance of both verbal and non-verbal communication. It clearly states the objectives of the research, aiming to bridge the gap between theoretical understanding and practical application of negotiation strategies and the role of body language. The scope of the work is outlined, specifying the boundaries of the research and the methodologies to be employed.
2. Theory: This chapter delves into the theoretical underpinnings of negotiation. It meticulously explains the principles of negotiation, differentiating between various types of negotiations (e.g., explicit vs. tacit) and outlining the crucial distinction between negotiation strategies and tactics. The chapter meticulously outlines several specific negotiation tactics—such as "One-Offer-Only," "Bluff," "Deadline," and others—providing a detailed analysis of their strengths, weaknesses, and potential applications. Furthermore, this section thoroughly explores the significance of body language in negotiations, covering aspects such as facial expressions, body movement, physical contact, and posture, and their potential influence on negotiation outcomes. The chapter builds a strong foundation for the empirical study described in later chapters.
3. Transfer the Theory into Practice: This chapter presents the empirical study designed to test the theoretical concepts discussed previously. The methodology employed in the study is explained, justifying the chosen approach and detailing the procedure followed in conducting the research. The results of the study are presented across three different negotiation situations, each characterized by different power dynamics among buyers and sellers (one purchaser, many suppliers; one purchaser, one supplier; many purchasers, one supplier). This systematic analysis allows for comparing negotiation strategies and tactics in real-world scenarios to the theoretical frameworks explored in chapter two.
Keywords
Negotiation tactics, body language, communication, non-verbal communication, negotiation strategies, empirical study, theoretical framework, power dynamics, buyer-supplier relationships.
Frequently Asked Questions: Comprehensive Language Preview
What is the purpose of this document?
This document provides a comprehensive preview of a language-focused work, including the table of contents, objectives and key themes, chapter summaries, and keywords. It serves as an overview to understand the structure and content before engaging with the full text.
What topics are covered in the document?
The document covers the theoretical and practical aspects of negotiation. It explores negotiation tactics, the crucial role of body language in negotiations, and applies these theories to real-world scenarios through an empirical study. The study analyzes different power dynamics between buyers and sellers in various negotiation situations.
What is the structure of the document?
The document is structured into four main chapters: An introduction defining the problem and objectives; a theoretical chapter exploring negotiation principles, tactics, and the impact of body language; a chapter detailing an empirical study applying the theories to real-world negotiation scenarios; and finally, a conclusion summarizing the findings and offering an outlook.
What are the key objectives of the research?
The main objective is to explore the theoretical foundations of negotiation tactics and body language and to apply these theories to practical scenarios. The research aims to investigate how theoretical negotiation strategies translate into real-world situations and analyzes the interplay between verbal and non-verbal communication in achieving successful outcomes.
What key themes are explored?
Key themes include a theoretical framework of negotiation tactics, the role of body language in negotiations, an empirical analysis of negotiation situations, the effectiveness of various negotiation tactics, and the connection between theory and practice in negotiation.
What methodology is used in the empirical study?
The empirical study analyzes three different negotiation situations: one purchaser, many suppliers; one purchaser, one supplier; and many purchasers, one supplier. The document explains the methodology used, justifying the chosen approach and detailing the procedure followed in conducting the research.
What are the key findings of the empirical study?
The document previews the results of the empirical study across the three different negotiation situations, allowing for a comparison of negotiation strategies and tactics in real-world scenarios with the theoretical frameworks.
What are the key words associated with this document?
Keywords include negotiation tactics, body language, communication, non-verbal communication, negotiation strategies, empirical study, theoretical framework, power dynamics, and buyer-supplier relationships.
What is the intended audience for this document?
The intended audience is likely academic, given the focus on theoretical frameworks, empirical studies, and the structured, professional presentation of information.
Where can I find more information?
This document provides a preview; access to the complete text would provide a more in-depth understanding of the research and findings.
- Quote paper
- B.A. Lisa Dämmer (Author), 2012, Negotiation Tactics and Body Language in Theory and Practice, Munich, GRIN Verlag, https://www.grin.com/document/262074
