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The Impact of the Components of Persuation in the International Negotiations in Chemical Industry: the Example of Bayer and Monsanto

Student: Zurab Namchevadze

Faculty: Faculty of World Economy and International Affairs

Educational Programme: International Business (Master)

Year of Graduation: 2019

This paper is devoted to the problem of persuasion in international business negotiations. The choice of topic is based on the fact that, along with the existence of a significant amount of researches on both persuasion and negotiation, there are certain gaps relating to the application of various approaches in practice as a single model. This paper is the first step to solve this problem. For this, the study needed to answer the question about the components of persuasion in the international business negotiations and their relationship with the goals of the parties. Further, the hypothesis was formulated that the components of persuasion are combined into special resources to achieve the goals. It was possible to confirm this hypothesis by achieving the goal aimed at identifying the components of persuasion in the negotiations between Bayer and Monsanto, specifying resources and their connection with goals, and building a model of negotiations. The result of the study was the confirmation of the hypothesis through the selection of components of persuasion and their categorization. In addition, a model was formulated showing that persuasion can be effective with the availability of appropriate resources, focused on the achievement of goals in the negotiation.

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