THE FRAMING OF BUSINESS NEGOTIATIONS
Date
2011-06-07
Authors
Philippides, Christakis
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Abstract
This research report focuses on the impact of framing on the degree of influence
in business negotiations between South Africa and Ghana. Influence in
negotiation establishes the foundation for future business that can be agreed
upon by two parties. Here the two negotiation counterparts are from markedly
different backgrounds and from diverse cultures. Showing and understanding
how one means what one says or does is achieved by a myriad of perceptions in
one’s mind. Some of the factors and principles at play in negotiations are
considered in this research to explain the formulation of frames and their
subsequent impact on the degree of influence in negotiations. The validity of set
propositions is tested by means of interviews with four respondents from each
country. The results are analysed qualitatively. This research established that
framing impacts significantly on the degree of influence in business negotiations
Description
MBA - WBS
Keywords
Negotiations, Business negotiations, Ghana