Negotiation Tactics and Body Language in Theory and Practice

Lisa Dämmer

• Publisher: GRIN Verlag
• Year: 2013
• eBook ISBN: 9783656503002
• Edition: 0
• Topic: Business
• Subtopic: Human Resource Management
• Index: Business

Bachelor Thesis from the year 2012 in the subject Leadership and Human Resources - Miscellaneous, grade: 1, 7, University of Applied Sciences Essen, course: Konfliktmanagement, language: English, abstract: 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 movementand storage of raw-materials, work-in process inventory, as well as finished goods from thefirst design step to the ready-to-deliver good. One topic that influences all the differentsteps in the supply chain is procurement. In today's world the business competition hasgrown, due to the globalisation. Therefore it becomes every harder to get the best possiblegoods for the best possible price. That makes it challenging to produce goods cheap and sellthem with an acceptable price on the market. Due to that fact procurement becomes moreimportant for every company, especially in western countries, because here the wages andproduction costs have a higher level as in developing countries.To stay competitive regarding companies from such countries, procurement can be an usefulinstrument. In countries such as UK and the USA Supply Chain Management and especiallyprocurement has become an important part in nearly every company. Several specialisedBachelor- and Master-Programmes have been developed to match the demanded requirementsfor 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 donot 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 negotiationstrategies and tactics are regarded, sometimes in the combination with body language, but one analysing the actual negotiation behaviour in the standard situations ofGerman purchasers and comparing them to the theory to find starting points that can be improvedcannot be found. Thus the question arises whether it is true that there is a lack ofinformation and education in this area.[...]