Search results for "tarjoukset"

Negotiation strategies and offers : perceptions of mergers and acquisitions advisors

2014

This thesis sought to identify mergers and acquisitions advisors’ perceptions of their own negotiation strategies in a typical negotiation. Additionally, the thesis examined the potential association between the first offer and a negotiator’s perception of his or her own negotiation strategy. This was researched empirically by presenting the negotiators two different first offer negotiation scenarios. In the first scenario, a buyer presented a first offer that was higher than a negotiator’s reservation value. In the second scenario, a buyer presented a first offer that was lower than a negotiator’s reservation value. The theoretical framework of the thesis was based on the negotiation analy…