Contract Negotiation Strategies. The Relationship between Distributive and Integrative Negotiating and their Touchpoints

Bachelor Thesis , 2021 , 39 Pages , Grade: 1,3

Business economics - Corporate communication

This paper discusses, how companies strategically can approach contract negotiations and what is known about these strategies.

We live in an increasingly globalized, and inter-connected world in which almost everything around us - from the smartphones in our hands to the shirts we are wearing – has already traveled the world before it ended up with us. For organizations it has become a normality nowadays not only to obtain products, and components, but also services from other companies.
The global outsourcing market has increased dramatically over the last decades, with a revenue of 45.6 billion USD in 2000 risen to 92.5 billion USD in 2019. Even though the market size reached its peak in 2014 and it did not come close to this again in the following years, numbers are on the rise again.

This highlights the persistent importance of BSR all over the world. Several factors determine the quality of BSRs and therefore play a role in the competitiveness of firms in their markets. Among other things, negotiating between two or more firms can be seen as a significant tool to have an impact on these relationships.

Table of Contents

LIST OF FIGURES

LEGEND FOR FIGURES:

LIST OF ABBREVIATIONS

1 INTRODUCTION

2 LITERATURE SEARCH

3 CONCEPTUAL FRAMEWORK
3.1 Theoretical Foundations
3.2 Distributive Negotiation Strategy
3.3 Integrative Negotiation Strategy
3.4 Relationship between Integrative and Distributive Negotiating
3.5 Theoretical Touchpoints

4 RESEARCH’S EMPIRICAL FINDINGS AND THEORETICAL WORK
4.1 Experience
4.2 Goals
4.3 Fit with Sourcing Strategy, Mobility, and Type of Sacrifice
4.4 Relationships
4.5 Orientations

5 CONCLUSION

6 APPENDIX

7 LIST OF REFERENCES

• College: Free University of Berlin
• Grade: 1,3
• Author: Niklas Rieder (Author)
• Publication Year: 2021
• Pages: 39
• Catalog Number: V1022432
• ISBN (eBook): 9783346424242
• ISBN (Book): 9783346424259
• Language: English
• Tags: contract, negotiation, strategies, relationship, distributive, integrative, negotiating, touchpoints