Negotiation analysis in an architectural design project in China | |
| Author | You, Guanhe |
| Call Number | AIT RSPR no.SM-05-09 |
| Subject(s) | Negotiation--China Architectural design--China |
| Note | A research submitted in partial fulfillment of the requirements for the degree of Master of Business Administration, School of Management |
| Publisher | Asian Institute of Technology |
| Series Statement | Research studies project report ; no. SM-05-09 |
| Abstract | In today's world, under the crucial competition, negotiation is becoming more and more important for executives, leaders and managers as software for selling the technology and knowledge; it's a core management competency for a company's sustainable surviving and developing. A good negotiator can bring more and better business chances not only for parent company, but also for the counterpart than what they can see currently. Negotiation is not only about measurable tangible entities exchange like money and goods, it's also about intangible things like trust, and relationship which are hard to measure but the key elements in negotiation for the long term cooperation and more potential benefits sharing. At first, the study goes over some theoretical concept and empirical experiences about negotiation and decision making process, and then to develop a framework for negotiators equipping themselves before engaging in negotiation, in order to have a good starting point for the coming implementation and for the whole plan to moving one step forward on the right track. A case study in architectural design project field is used to illustrate the practicability of the framework. Because this project has been finished already, it's a good chance for us to compare the real process, how it was accomplished and the possibly better solution: how can the negotiation process and decision making be better under the application of the framework in order to do better a job in the future. |
| Year | 2005 |
| Corresponding Series Added Entry | Asian Institute of Technology. Research studies project report ; no. SM-05-09 |
| Type | Research Study Project Report (RSPR) |
| School | School of Management |
| Department | Other Field of Studies (No Department) |
| Academic Program/FoS | Master of Business Administration (MBA) (Publication code=SM) |
| Chairperson(s) | Khang, D. B.; |
| Examination Committee(s) | Igel, Barbara;Singha Chiamsiri; |
| Scholarship Donor(s) | AIT Fellowship; |
| Degree | Research Studies Project Report (M.B.A.) - Asian Institute of Technology, 2005 |