Negotiation Behaviour And Their Outcome In Dyadic Business Negotiation Situation

Saw, Chee Wah (1995) Negotiation Behaviour And Their Outcome In Dyadic Business Negotiation Situation. Masters thesis, Universiti Sains Malaysia.

[img]
Preview
 PDF
Download (1MB) | Preview

Abstract

This research examine the differences between buyers and sellers on business negotiation behaviour, planning, frequency and outcome, besides examine the effects of cooperative behaviour, level of planning and frequency involvement on negotiation outcome. The negotiation outcome was measured by 3 factors: goal achievement, rate of settlement and perceived superior's approval.

Item Type: Thesis (Masters)
Subjects: H Social Sciences > HF Commerce > HF5001-6182 Business
Divisions: Pusat Pengajian Siswazah Perniagaan (Graduate School of Business) > Thesis
Depositing User: Mr Hasmizar Mansor
Date Deposited: 16 Oct 2020 07:27
Last Modified: 16 Oct 2020 07:27
URI: http://eprints.usm.my/id/eprint/47568

Actions (login required)

View Item View Item
USM Repository is powered by EPrints 3 which is developed by the School of Electronics and Computer Science at the University of Southampton. More information and software credits.
Share