The impact of the components of persuasion in the international negotiations in chemical industry: the example of Bayer and Monsanto

• Номер работы:
  523108
• Раздел:
  Все работы   →   Магистерские работы   →   Управление персоналом (Менеджмент)
• Год добавления:
  08.05.2019 г.
• Объем работы:
  94 стр.
• Содержание:
  Introduction 3
  1. The role of persuasion in the international business negotiations 6
  1.1. Business negotiations in the system of international communications 6
  1.1.1. Business negotiations as the object of management 6
  1.1.2. Methods and types of business negotiations 9
  1.1.3. The place of cultural factor in the negotiation process 12
  1.2. Persuasion as the component of business negotiations 15
  1.2.1. Notion of persuasion through the prism of social influence 15
  1.2.2. The basis of persuasion in social sciences 18
  2. The study of persuasion components in 2018 deal between Bayer and Monsanto 27
  2.1. Methodology 27
  2.1.1. General information about Bayer and Monsanto 27
  2.1.2. Sources of the study 30
  2.1.3. Research plan 31
  2.2. Findings 33
  2.2.1. Negotiation stages of the deal between companies 33
  2.2.2. Representation of cultural factor in the negotiations 41
  2.2.3. Arguments of the parties within negotiation process 43
  3. The model of extracted components of the persuasion 58
  3.1. The model of persuasion in Bayer-Monsanto deal 58
  3.2. Recommendations 65
  Conclusion 67
  References 71
  Appendix 81
  
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  Introduction
  The problem of negotiations dates back to the history of the mankind as they are inseparably associated with the development of the society. Correspondently, they play great role in each life area for discrepancy resolution. The first attempts of their consideration were taken by diplomatic officials and were devoted to the area of politics (de Callieres & Whyte, 1919); Nicolson, 1962). However, the problem of negotiations was also considered in relation to business.
  Business negotiation is a complex phenomenon. It is explained by the necessity for the negotiator to have the knowledge not only from business but also from other different areas. Moreover, it should have correspondent developed skills and experience. In the age of globalization business negotiations became more complex and involved variety of layers, including cross-cultural. Generally, the mixture of separate competences of the negotiator is converted into one which is the competence of effective negotiator. Of course, it can be taught but it needs to be practiced.
  The choice of the topic of the present work was made intentionally with the purpose to use the results for building the author’s future career. First of all, the details of foreign negotiations can be received from the analysis of exact case. Secondly, the case with chemical industry was chosen on the basis of the interests of the author.
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  1. The role of persuasion in the international business negotiations
  This chapter is purposed for achievement of the first and second objectives formulated in the introduction of the present work. It is represented by literature review devoted to such concepts as negotiation and persuasion. On the one hand, it demonstrates the complexity of these phenomena. On the other hand, it depicts the lack of information which covers two concepts in connection. The result of the analysis is represented by the essence of international business negotiations and components of persuasion in them.
  
  
  
  1.1. Business negotiations in the system of international communications
  1.1.1. Business negotiations as the object of management
  The concept ‘negotiations’ was considered by many scholars in the frames of different theories. Among them there is the theory of bargaining (Ghauri, 1983), the theory of games (Lewicki et al, 1994) and the theory of communication. The latter is the basis for negotiations. It is connected with the fact that communication is semantic and ideally meaningful aspect of social interaction (represented by two communicants, situation, texts with sense, motives and goals, and process of texts transference). The peculiarities of the communication process are given in the Table 1 (see Appendix).
  Along with the theories mentioned above the study of negotiations is executed within the following approaches: strategic analysis (Furusawa & Wen, 2001), behavioral analysis (Tutzauer & Roloff, 1988), communicative analysis (Stein, 1988), communicative-interactive analysis (Bellange, 2002) and from the positions of conflictology negotiations (Tinsley, 1998).
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