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The Impact of the Negotiation Style on the Negotiation Outcome

Student: Anna Stepantseva

Supervisor: Alexander Porshnev

Faculty: Faculty of Management

Educational Programme: Management (Bachelor)

Final Grade: 10

Year of Graduation: 2017

Negotiations are essential part of our everyday life. They play the key role in many business relations. Knowledge of negotiation process, negotiation styles and practice skills of negotiating considerably influence effective interaction of negotiators. The chosen strategy, style and tactics can lead to various outcomes. There are lots of negotiation styles classifications, but the concept of researchers Thomas and Kilmann is commonly accepted. They marked out 5 main negotiation styles: Competing, Avoiding, Collaborating, Accommodating and Compromising. In this work with the help of the negotiation situations modeling and the questionnaire of students concerning their negotiation style, the analysis of negotiation styles and their connection with individual and common outcomes of negotiators is carried out. Students’ efficiency in three types of questions (integrative, distributive, compatible) have impact on the achievement of profitable agreements. The work results can be used for the educational purposes within the educational course "Business Negotiations", for the statistics and the analysis of students behavioural features, for studying and training of students in effective dealing and also for future researches in this sphere.

Full text (added June 3, 2017)

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