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[{"key": "dc.contributor.author", "value": "Paavola, Akseli", "language": null, "element": "contributor", "qualifier": "author", "schema": "dc"}, {"key": "dc.date.accessioned", "value": "2014-02-12T07:32:45Z", "language": "", "element": "date", "qualifier": "accessioned", "schema": "dc"}, {"key": "dc.date.available", "value": "2014-02-12T07:32:45Z", "language": "", "element": "date", "qualifier": "available", "schema": "dc"}, {"key": "dc.date.issued", "value": "2014", "language": null, "element": "date", "qualifier": "issued", "schema": "dc"}, {"key": "dc.identifier.other", "value": "oai:jykdok.linneanet.fi:1308325", "language": null, "element": "identifier", "qualifier": "other", "schema": "dc"}, {"key": "dc.identifier.uri", "value": "https://jyx.jyu.fi/handle/123456789/42942", "language": "", "element": "identifier", "qualifier": "uri", "schema": "dc"}, {"key": "dc.description.abstract", "value": "This thesis sought to identify mergers and acquisitions advisors\u2019 perceptions of their own negotiation\r\nstrategies in a typical negotiation. Additionally, the thesis examined the potential association between the\r\nfirst offer and a negotiator\u2019s perception of his or her own negotiation strategy. This was researched\r\nempirically by presenting the negotiators two different first offer negotiation scenarios. In the first scenario,\r\na buyer presented a first offer that was higher than a negotiator\u2019s reservation value. In the second scenario,\r\na buyer presented a first offer that was lower than a negotiator\u2019s reservation value.\r\nThe theoretical framework of the thesis was based on the negotiation analytic approach that was\r\ntheoretically extended to the context of first offers and distributive and integrative negotiation strategies.\r\nAdditionally, a quantitative and an expert based approach of negotiation research was used. The survey\r\nquestionnaire, which measured the negotiators\u2019 perceptions of integrative and distributive negotiation\r\nstrategies and first offers, was created with a theory driven approach. Therefore, the survey questionnaires\r\nof previous research, such as the Dutch test, BPA II and five\u2010factor model was used as an example when this\r\nthesis\u2019 questionnaire was created. The research data was gathered from a population of 300 professional\r\nadvisors of mergers and acquisitions. The cross\u2010cultural sample of respondents comprised of 30 advisors.\r\nThe responses were received from Europe, Americas and Asia\u2010Pacific. The data was analyzed by means of\r\ndescriptive statistics, principal component analysis, reliability analysis, normality test and a paired samples\r\nt\u2010test.\r\nIn line with the theoretic framework of the thesis and previous research results, this research suggests that\r\na negotiator\u2019s perception of his or her own negotiation strategy, in a typical negotiation, is more integrative\r\nthan distributive. However, in terms of counteroffer strategies the thesis resulted in a contradictory\r\ndescriptive finding. In both high and low offer scenarios, the majority of respondents\u2019 perceived distributive\r\nstrategy as their preferred strategy. A key finding of the thesis was that a first monetary offer in a\r\nnegotiation was associated with a negotiator\u2019s perception of his or her own negotiation strategy.\r\nThis thesis concluded that a negotiator should use more integrative than distributive negotiation strategy.\r\nThis strategy consist of behavior, which directs a negotiation towards a problem\u2010solving practice, where\r\ninformation sharing and trust is emphasized. In order to achieve this type of negotiation process, the\r\nnegotiator should always make the first offer, for example, before the letter of intent phase. However, the\r\nnegotiator should carefully analyze the potential reference values of the negotiating parties, create\r\nalternatives and evaluate consequences, in order to make trade\u2010offs. The alternatives could comprise of\r\ncreative earn\u2010out models, vendors\u2019 notes and third party negotiation models. However, the negotiator\r\nshould acknowledge the high probability that an integrative first offer is countered with a distributive offer\r\nand communication strategy. Concerning negotiation goals, the negotiator should have a high level of\r\naspiration, which in this context is the goal of high merger premium.", "language": "en", "element": "description", "qualifier": "abstract", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Submitted using Plone Publishing form by Akseli Paavola (akjopaav) on 2014-02-12 07:32:45.186923. Form: Pro gradu -lomake (1 tekij\u00e4) (https://kirjasto.jyu.fi/julkaisut/julkaisulomakkeet/pro-gradu-lomake-1-tekijae). JyX data:", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Submitted by jyx lomake-julkaisija (jyx-julkaisija@noreply.fi) on 2014-02-12T07:32:45Z\r\nNo. of bitstreams: 2\r\nURN:NBN:fi:jyu-201402121226.pdf: 726165 bytes, checksum: af07e1c1d25f70288aa7cb21dd28c45a (MD5)\r\nlicense.html: 4921 bytes, checksum: 9b41f50ea4c9cf5457cd34d468afdc83 (MD5)", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.description.provenance", "value": "Made available in DSpace on 2014-02-12T07:32:45Z (GMT). No. of bitstreams: 2\r\nURN:NBN:fi:jyu-201402121226.pdf: 726165 bytes, checksum: af07e1c1d25f70288aa7cb21dd28c45a (MD5)\r\nlicense.html: 4921 bytes, checksum: 9b41f50ea4c9cf5457cd34d468afdc83 (MD5)\r\n Previous issue date: 2014", "language": "en", "element": "description", "qualifier": "provenance", "schema": "dc"}, {"key": "dc.format.extent", "value": "1 verkkoaineisto (111 sivua)", "language": null, "element": "format", "qualifier": "extent", "schema": "dc"}, {"key": "dc.format.mimetype", "value": "application/pdf", "language": null, "element": "format", "qualifier": "mimetype", "schema": "dc"}, {"key": "dc.language.iso", "value": "eng", "language": null, "element": "language", "qualifier": "iso", "schema": "dc"}, {"key": "dc.rights", "value": "In Copyright", "language": "en", "element": "rights", "qualifier": null, "schema": "dc"}, {"key": "dc.subject.other", "value": "distributive", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "integrative", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "mergers and acquisitions", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "negotiation", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "offers", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "perceptions", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.subject.other", "value": "strategy", "language": "", "element": "subject", "qualifier": "other", "schema": "dc"}, {"key": "dc.title", "value": "Negotiation strategies and offers : perceptions of mergers and acquisitions advisors", "language": null, "element": "title", "qualifier": null, "schema": "dc"}, {"key": "dc.type", "value": "master thesis", "language": null, "element": "type", "qualifier": null, "schema": "dc"}, {"key": "dc.identifier.urn", "value": "URN:NBN:fi:jyu-201402121226", "language": null, "element": "identifier", "qualifier": "urn", "schema": "dc"}, {"key": "dc.type.ontasot", "value": "Pro gradu -tutkielma", "language": "fi", "element": "type", "qualifier": "ontasot", "schema": "dc"}, {"key": "dc.type.ontasot", "value": "Master\u2019s thesis", "language": "en", "element": "type", "qualifier": "ontasot", "schema": "dc"}, {"key": "dc.contributor.faculty", "value": "Humanistinen tiedekunta", "language": "fi", "element": "contributor", "qualifier": "faculty", "schema": "dc"}, {"key": "dc.contributor.faculty", "value": "Faculty of Humanities", "language": "en", "element": "contributor", "qualifier": "faculty", "schema": "dc"}, {"key": "dc.contributor.department", "value": "Viestint\u00e4tieteiden laitos", "language": "fi", "element": "contributor", "qualifier": "department", "schema": "dc"}, {"key": "dc.contributor.department", "value": "Department of Communication", "language": "en", "element": "contributor", "qualifier": "department", "schema": "dc"}, {"key": "dc.contributor.organization", "value": "University of Jyv\u00e4skyl\u00e4", "language": "en", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.contributor.organization", "value": "Jyv\u00e4skyl\u00e4n yliopisto", "language": "fi", "element": "contributor", "qualifier": "organization", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Puheviestint\u00e4", "language": "fi", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "dc.subject.discipline", "value": "Speech Communication", "language": "en", "element": "subject", "qualifier": "discipline", "schema": "dc"}, {"key": "dc.date.updated", "value": "2014-02-12T07:32:46Z", "language": "", "element": "date", "qualifier": "updated", "schema": "dc"}, {"key": "dc.type.coar", "value": 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