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How do negotiation practitioners prepare B2B negotiations, and is this according to the academic literature?

Kamphuis, T.R.C. (2021) How do negotiation practitioners prepare B2B negotiations, and is this according to the academic literature?

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Abstract:The purpose of this thesis is twofold; first, to examine what the academic literature state about the preparation of negotiation in a B2B setting. Second, checking whether actual practitioners use and apply these academic findings in their real-life negotiation preparation. The methodology is a literature review and 15 semi-structured interviews with practitioners representing five different industries and different seniority and experience in negotiation. The researcher found a similarity in academically proven preparation elements and real-life preparation. The findings are the need for clear goals and a well defined BATNA. Though, practitioners could benefit from structuring their preparation more. Modern tools like ERP systems could help modern negotiators prepare. The finding also increases our understanding of negotiation preparation and the focus practitioners apply in their preparation.
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:85 business administration, organizational science
Programme:Business Administration MSc (60644)
Link to this item:http://purl.utwente.nl/essays/88322
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