Forum for Science, Industry and Business

Sponsored by:     3M 
Search our Site:

 

Humour and teamwork work as strategic tools in business negotiations

01.12.2005


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.


Somewhat different humour is apparent when the client negotiation is compared with the company-internal negotiation. For example, the irony used is more careful when interacting with the potential client. Humour is linked with power in negotiations: power has an effect on who has the right to initiate and end a joke. Also, the humour used by powerful negotiators is laughed at most often. With humour, difficult items for negotiation can be taken up. Humour also releases stress after difficult topics and thus helps to improve the atmosphere of the negotiation. At times, the buying team or the selling team resort to humour that the other side does not find appropriate: if a team tries to reach a goal that is not agreeable to both teams, the other side does not join in the humour. Teamwork is also used strategically to reach goals in a negotiation. The sales team takes turns in leading the discussion, but also reacts together to the buying team’s questions if necessary. Thus, teamwork prevents fatigue and tends to prevent mistakes in the negotiation.

In order to develop negotiation skills training, a survey of commonly used textbooks in the field was carried out. Although the materials used in teaching negotiation skills have evolved since the 1980s, the exercises in the textbooks studied tended to be rather superficial in nature. Teamwork and humour are hardly treated in the material at all. The survey provides support for integrated teaching methods where both communicative and strategic business know-how are combined.

Eeva Lehtinen | alfa
Further information:
http://helecon3.hkkk.fi/diss/

More articles from Social Sciences:

nachricht Lying in a foreign language is easier
19.07.2018 | Julius-Maximilians-Universität Würzburg

nachricht Engineering cooperation
05.07.2018 | Institute of Science and Technology Austria

All articles from Social Sciences >>>

The most recent press releases about innovation >>>

Die letzten 5 Focus-News des innovations-reports im Überblick:

Im Focus: Future electronic components to be printed like newspapers

A new manufacturing technique uses a process similar to newspaper printing to form smoother and more flexible metals for making ultrafast electronic devices.

The low-cost process, developed by Purdue University researchers, combines tools already used in industry for manufacturing metals on a large scale, but uses...

Im Focus: First evidence on the source of extragalactic particles

For the first time ever, scientists have determined the cosmic origin of highest-energy neutrinos. A research group led by IceCube scientist Elisa Resconi, spokesperson of the Collaborative Research Center SFB1258 at the Technical University of Munich (TUM), provides an important piece of evidence that the particles detected by the IceCube neutrino telescope at the South Pole originate from a galaxy four billion light-years away from Earth.

To rule out other origins with certainty, the team led by neutrino physicist Elisa Resconi from the Technical University of Munich and multi-wavelength...

Im Focus: Magnetic vortices: Two independent magnetic skyrmion phases discovered in a single material

For the first time a team of researchers have discovered two different phases of magnetic skyrmions in a single material. Physicists of the Technical Universities of Munich and Dresden and the University of Cologne can now better study and understand the properties of these magnetic structures, which are important for both basic research and applications.

Whirlpools are an everyday experience in a bath tub: When the water is drained a circular vortex is formed. Typically, such whirls are rather stable. Similar...

Im Focus: Breaking the bond: To take part or not?

Physicists working with Roland Wester at the University of Innsbruck have investigated if and how chemical reactions can be influenced by targeted vibrational excitation of the reactants. They were able to demonstrate that excitation with a laser beam does not affect the efficiency of a chemical exchange reaction and that the excited molecular group acts only as a spectator in the reaction.

A frequently used reaction in organic chemistry is nucleophilic substitution. It plays, for example, an important role in in the synthesis of new chemical...

Im Focus: New 2D Spectroscopy Methods

Optical spectroscopy allows investigating the energy structure and dynamic properties of complex quantum systems. Researchers from the University of Würzburg present two new approaches of coherent two-dimensional spectroscopy.

"Put an excitation into the system and observe how it evolves." According to physicist Professor Tobias Brixner, this is the credo of optical spectroscopy....

All Focus news of the innovation-report >>>

Anzeige

Anzeige

VideoLinks
Industry & Economy
Event News

Leading experts in Diabetes, Metabolism and Biomedical Engineering discuss Precision Medicine

13.07.2018 | Event News

Conference on Laser Polishing – LaP: Fine Tuning for Surfaces

12.07.2018 | Event News

11th European Wood-based Panel Symposium 2018: Meeting point for the wood-based materials industry

03.07.2018 | Event News

 
Latest News

A smart safe rechargeable zinc ion battery based on sol-gel transition electrolytes

20.07.2018 | Power and Electrical Engineering

Reversing cause and effect is no trouble for quantum computers

20.07.2018 | Information Technology

Princeton-UPenn research team finds physics treasure hidden in a wallpaper pattern

20.07.2018 | Materials Sciences

VideoLinks
Science & Research
Overview of more VideoLinks >>>