Taina Vuorela’s (Phil. Lic.) will defend here dissertation entitled "Approaches to a Business Negotiation Case Study: Teamwork, Humour and Teaching” at the Helsinki School of Economics (Main Building, Great Hall) on December 7 at 12.00 noon. The field of the study is international business communication. Professor (emeritus) Kari Sajavaara, PhD, (Jyväskylä University) will act as opponent and Professor Mirjaliisa Charles, PhD, (Helsinki School of Economics) as custodian.
The starting point for Vuorela’s study, which is in the research area of applied linguistics, was the development of negotiation skills training. The study used recorded business negotiations from an international Finnish company group as research data. The sales activity of a sales team was analysed with discourse analysis in a company-internal strategy meeting and a client negotiation.
According to the study, both humour and teamwork are used as strategic interactional tools when the sales team, in a client negotiation, tried to reach the goals it had set for itself in a strategy meeting. There is an ample amount of humour in both the client negotiation and the company-internal meeting. Most commonly, the sales team jokes through ironic exaggeration and comic incongruity. The topics of humour include selling in general and the transaction at hand. Also, the Finns’ ‘exotic’ customs and practices are the subject of humour while the team negotiates with a Central-European buying team.
Eeva Lehtinen | alfa
Amazingly flexible: Learning to read in your thirties profoundly transforms the brain
26.05.2017 | Max-Planck-Institut für Kognitions- und Neurowissenschaften
Fixating on faces
26.01.2017 | California Institute of Technology
Our brains house extremely complex neuronal circuits, whose detailed structures are still largely unknown. This is especially true for the so-called cerebral cortex of mammals, where among other things vision, thoughts or spatial orientation are being computed. Here the rules by which nerve cells are connected to each other are only partly understood. A team of scientists around Moritz Helmstaedter at the Frankfiurt Max Planck Institute for Brain Research and Helene Schmidt (Humboldt University in Berlin) have now discovered a surprisingly precise nerve cell connectivity pattern in the part of the cerebral cortex that is responsible for orienting the individual animal or human in space.
The researchers report online in Nature (Schmidt et al., 2017. Axonal synapse sorting in medial entorhinal cortex, DOI: 10.1038/nature24005) that synapses in...
Whispering gallery mode (WGM) resonators are used to make tiny micro-lasers, sensors, switches, routers and other devices. These tiny structures rely on a...
Using ultrafast flashes of laser and x-ray radiation, scientists at the Max Planck Institute of Quantum Optics (Garching, Germany) took snapshots of the briefest electron motion inside a solid material to date. The electron motion lasted only 750 billionths of the billionth of a second before it fainted, setting a new record of human capability to capture ultrafast processes inside solids!
When x-rays shine onto solid materials or large molecules, an electron is pushed away from its original place near the nucleus of the atom, leaving a hole...
For the first time, physicists have successfully imaged spiral magnetic ordering in a multiferroic material. These materials are considered highly promising candidates for future data storage media. The researchers were able to prove their findings using unique quantum sensors that were developed at Basel University and that can analyze electromagnetic fields on the nanometer scale. The results – obtained by scientists from the University of Basel’s Department of Physics, the Swiss Nanoscience Institute, the University of Montpellier and several laboratories from University Paris-Saclay – were recently published in the journal Nature.
Multiferroics are materials that simultaneously react to electric and magnetic fields. These two properties are rarely found together, and their combined...
MBM ScienceBridge GmbH successfully negotiated a license agreement between University Medical Center Göttingen (UMG) and the biotech company Tissue Systems Holding GmbH about commercial use of a multi-well tissue plate for automated and reliable tissue engineering & drug testing.
MBM ScienceBridge GmbH successfully negotiated a license agreement between University Medical Center Göttingen (UMG) and the biotech company Tissue Systems...
19.09.2017 | Event News
12.09.2017 | Event News
06.09.2017 | Event News
21.09.2017 | Physics and Astronomy
21.09.2017 | Life Sciences
21.09.2017 | Health and Medicine