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The art of negotiation in a diverse cultural environment within organisation

Medynska, Katarzyna (2016) The art of negotiation in a diverse cultural environment within organisation. Masters thesis, Dublin, National College of Ireland.

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Abstract

Recent trends in management within financial sectors have focused on employee diversity and highlighted the importance of different cultures within multinational companies. In addition to that most training departments are highlighting importance of the changing mindset from traditional manager (task oriented) to a leader. However the secondary, if not the primary, role each manager has to perform is the manager as negotiator.

This research is focused on analyzing current negotiation skill sets, presented by managers, in multinational companies, specifically in the financial sector. With the growing awareness of diverse cultures within companies, for example due to work being outsourced to low labour cost countries, comes the challenge of continuously delivering a high standard of service to the client. For that communication skills and negotiation skills are key. The question therefore is: are current managers trained to be good negotiators? Is this area forgotten as an important aspect of what is required of the modern manager? Each project, each deal or even opinion discrepancies between two parties tens to further expose the need for good negotiation skills in order to come to the optimum agreement without default.

This study or thesis investigates the topic of negotiation by interviewing leaders from one of the biggest banks operating within the financial services sector. The researcher used qualitative methods, such as the case study method, and collected data via interviews with the ten participants from the company which will remain anonymous. The results allowed for the development of the case study and the development of a conclusion as to the importance of training in negotiation, and to how such training is absent and in need of being addressed. The case evidence also instance do examples of where the issue of negotiating is under control and does not need any adjustments.

Item Type: Thesis (Masters)
Subjects: H Social Sciences > HG Finance > Financial Services
H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management > Human Resource Management
H Social Sciences > HM Sociology > Leadership
H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management > Human Resource Management > Leadership
Divisions: School of Business > Master of Business Administration
Depositing User: CAOIMHE NI MHAICIN
Date Deposited: 03 Nov 2016 14:49
Last Modified: 03 Nov 2016 14:49
URI: http://trap.ncirl.ie/id/eprint/2311

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