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
i. One-Offer-Only
ii. Bluff
iii. Deadline
iv. Pawn Sacrifice
v. Sell Cheap, Get Famous
vi. Prisoner Dilemma
vii. Auction
viii. Level Up the Work, Level Down the Price
ix. Mother Hubbard
x. Take it or Leave it
xi. Frontal Assault
xii. Good Guy, Bad Guy
xiii. Cherry Picking
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
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
4. Conclusion
a. Target Achievement
b. Outlook
Objectives and Topics
The objective of this thesis is to analyze how German procurement professionals utilize negotiation tactics, body language, and professional appearance, and whether they reach their full potential in different market constellations.
- Analysis of negotiation principles, strategies, and tactics in supply chain management.
- Evaluation of non-verbal communication, specifically body language, gestures, and posture in business negotiations.
- Examination of the role of outward appearance and color symbolism in professional negotiation settings.
- Empirical study involving interviews with industry professionals to assess practical application versus theoretical best practices.
- Development of insights into optimizing negotiation outcomes in diverse market situations.
Excerpt from the Book
ii. Bluff
The Bluff is the most common negotiation tactic. First, it has to be clarified what a bluff is. To bluff means to say something and try to convince someone of a fact, especially if it is not true. This is used to increase the pressure on the opponent and strengthen the own position. Another reason is to make a product more valuable. It is not only used in economical negotiation, but also in private ones. Nearly everyone used a bluff to pay less for a product at least once. For example if someone buys a car, it is often named that another cheaper offer for the same car exists even if this is not true. A discovered bluff mostly destroys or damages the relationship between both parties. They do not trust each other anymore, because after all a bluff is a lie. Instead of using absolutism it is often better to use “I think” or “I suppose”, especially if the fact is not certain. Thus bluffs are quite often not used in good partnerships, but rather in highly competitive negotiations. To avoid being surprised by a bluff or to believe it, there is only one solution; checking every piece of given information. So this tactic should only be used in negotiations where a good relationship is not necessary and only the price is of importance.
Summary of Chapters
1. Introduction: This chapter defines the problem of procurement professionals lacking structured education and establishes the research goal of analyzing standard negotiation behaviors in Germany.
2. Theory: This section provides a comprehensive overview of negotiation styles, specific tactical maneuvers, the role of body language, and the influence of outward appearance on professional perception.
3. Transfer the Theory into Practice: This chapter details the methodology of the empirical study and presents the findings from interviews with professionals regarding their negotiation behavior across three distinct market scenarios.
4. Conclusion: The final chapter summarizes the findings, indicating that while procurement professionals are generally competent, they underutilize advanced tactics and non-verbal communication strategies to improve their negotiation outcomes.
Keywords
Procurement, Supply Chain Management, Negotiation Tactics, Body Language, Business Strategy, Empirical Study, Bluff, Prisoner Dilemma, Proxemic, Dress Code, Negotiation Style, Professional Appearance, Market Situation, Competitive Negotiation, Cooperative Negotiation
Frequently Asked Questions
What is the core focus of this thesis?
The work primarily examines how procurement professionals in Germany apply negotiation tactics and non-verbal communication in various business situations.
What are the primary themes discussed?
The themes include theoretical negotiation principles, common negotiation tactics, the significance of body language (gestures, posture), and the psychological impact of professional appearance.
What is the research goal of the work?
The goal is to determine if German purchasers utilize their full potential in negotiations and whether there is a disconnect between existing negotiation theory and everyday practice.
Which scientific methodology is employed?
The author uses a qualitative empirical research approach, conducting structured interviews with procurement professionals from major corporations like Siemens AG and BASF.
What topics are addressed in the main body?
The main body covers the distinction between strategies and tactics, detailed explanations of twelve common negotiation tactics, the role of body language, and the influence of dress codes and colors in business.
Which keywords characterize this work?
Key terms include Procurement, Negotiation Tactics, Body Language, Professional Appearance, Market Situations, and Supply Chain Management.
How does the author define the "Bluff" tactic?
The author defines a bluff as stating something untrue to increase pressure or perceived value, warning that discovered bluffs can permanently damage business relationships.
What is the author's conclusion regarding "Body Language"?
The author concludes that while body language is a powerful tool to influence negotiation outcomes, it is frequently ignored or underutilized by practitioners, partly due to the belief that its use appears unnatural.
- Arbeit zitieren
- B.A. Lisa Dämmer (Autor:in), 2012, Negotiation Tactics and Body Language in Theory and Practice, München, GRIN Verlag, https://www.grin.com/document/262074
