Negotiation Behaviour And Their Outcome In Dyadic Business Negotiation Situation
This research examine the differences between buyers and sellers on business negotiation behaviour, planning, frequency and outcome, besides examine the effects of cooperative behaviour, level of planning and frequency involvement on negotiation outcome. The negotiation outcome was measured by 3 fac...
| Main Author: | |
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| Format: | Thesis |
| Language: | English |
| Published: |
1995
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| Subjects: | |
| Online Access: | http://eprints.usm.my/47568/ http://eprints.usm.my/47568/1/SAW%20CHEE%20WAH24.pdf |
| _version_ | 1848880913868390400 |
|---|---|
| author | Saw, Chee Wah |
| author_facet | Saw, Chee Wah |
| author_sort | Saw, Chee Wah |
| building | USM Institutional Repository |
| collection | Online Access |
| description | This research examine the differences between buyers and sellers on business negotiation behaviour, planning, frequency and outcome, besides examine the effects of cooperative behaviour, level of planning and frequency involvement on negotiation outcome. The negotiation outcome was measured by 3 factors: goal achievement, rate of settlement and perceived superior's approval. |
| first_indexed | 2025-11-15T18:10:41Z |
| format | Thesis |
| id | usm-47568 |
| institution | Universiti Sains Malaysia |
| institution_category | Local University |
| language | English |
| last_indexed | 2025-11-15T18:10:41Z |
| publishDate | 1995 |
| recordtype | eprints |
| repository_type | Digital Repository |
| spelling | usm-475682020-10-16T07:27:50Z http://eprints.usm.my/47568/ Negotiation Behaviour And Their Outcome In Dyadic Business Negotiation Situation Saw, Chee Wah HF5001-6182 Business This research examine the differences between buyers and sellers on business negotiation behaviour, planning, frequency and outcome, besides examine the effects of cooperative behaviour, level of planning and frequency involvement on negotiation outcome. The negotiation outcome was measured by 3 factors: goal achievement, rate of settlement and perceived superior's approval. 1995-11 Thesis NonPeerReviewed application/pdf en http://eprints.usm.my/47568/1/SAW%20CHEE%20WAH24.pdf Saw, Chee Wah (1995) Negotiation Behaviour And Their Outcome In Dyadic Business Negotiation Situation. Masters thesis, Universiti Sains Malaysia. |
| spellingShingle | HF5001-6182 Business Saw, Chee Wah Negotiation Behaviour And Their Outcome In Dyadic Business Negotiation Situation |
| title | Negotiation Behaviour And Their Outcome In Dyadic Business Negotiation Situation |
| title_full | Negotiation Behaviour And Their Outcome In Dyadic Business Negotiation Situation |
| title_fullStr | Negotiation Behaviour And Their Outcome In Dyadic Business Negotiation Situation |
| title_full_unstemmed | Negotiation Behaviour And Their Outcome In Dyadic Business Negotiation Situation |
| title_short | Negotiation Behaviour And Their Outcome In Dyadic Business Negotiation Situation |
| title_sort | negotiation behaviour and their outcome in dyadic business negotiation situation |
| topic | HF5001-6182 Business |
| url | http://eprints.usm.my/47568/ http://eprints.usm.my/47568/1/SAW%20CHEE%20WAH24.pdf |