Perception of trust by negotiators within the Food&Beverage industry in the context of international trade fairs in Europe
Tenström, Niklas (2023)
2023
Julkaisu on tekijänoikeussäännösten alainen. Teosta voi lukea ja tulostaa henkilökohtaista käyttöä varten. Käyttö kaupallisiin tarkoituksiin on kielletty.
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi-fe2023060552474
https://urn.fi/URN:NBN:fi-fe2023060552474
Tiivistelmä
The negotiation process is complex and influenced by several underlying factors. International negotiations are further influenced by cultural and social differences. International negotiations are conducted on a daily basis through e-mails and telephone calls. Trade fairs can allow business partners to meet face-to-face. Communication without meeting in person tends to be formal and transactional. In this context trust can be harder to build and manage. The purpose of this thesis is to understand how trust i perceived by experienced negotiators. Furthermore, how they perceive trust to benefit negotiations as well as how that trust is built.
The thesis will present a theoretical framework which introduces the core concepts of effective negotiations and trust, and how trust functions within negotiations.
Four interviews with experienced negotiators were conducted which were then analysed through thematic analysis which allowed the grouping of the responses into different themes.
The results of the study showed that negotiators may not actively consider trust and build processes to facilitate building trust and maintaining it. However, once they reflected on trust it showed that trust can facilitate efficient negotiations and allow for creative solutions within the process. This was especially apparent when faced with challenging situations where trust allowed for cooperation instead of conflict. Key points that were identified to build trust have been identified and presented for practicioners.
The results of the study are useful for the practicioners in negotiations and can allow them to understand the role of trust in negotiations and business relationships. Furthermore, the results offer insight into how trade fairs affect trust in negotiations which can be used by companies to understand the benefits of attending trade fairs in regards to building trust.
The thesis will present a theoretical framework which introduces the core concepts of effective negotiations and trust, and how trust functions within negotiations.
Four interviews with experienced negotiators were conducted which were then analysed through thematic analysis which allowed the grouping of the responses into different themes.
The results of the study showed that negotiators may not actively consider trust and build processes to facilitate building trust and maintaining it. However, once they reflected on trust it showed that trust can facilitate efficient negotiations and allow for creative solutions within the process. This was especially apparent when faced with challenging situations where trust allowed for cooperation instead of conflict. Key points that were identified to build trust have been identified and presented for practicioners.
The results of the study are useful for the practicioners in negotiations and can allow them to understand the role of trust in negotiations and business relationships. Furthermore, the results offer insight into how trade fairs affect trust in negotiations which can be used by companies to understand the benefits of attending trade fairs in regards to building trust.