Förhandlingsretorik: En uppsats om hur skickliga förhandlare övertygar motparten och vilka retoriska medel de använder
Independent thesis Basic level (degree of Bachelor), 10 credits / 15 HE creditsStudent thesis
This essay is about exploring the rhetorical business negotiation process. The aim has been to find out how skilled salespeople stand out, and what rhetorical means they use to convince the other party. For this study, a qualitative research interview was applied and altogether five vendors in three different industries were interviewed. The fundamental theory of the essay is based on classical rhetoric. From that I have chosen the specific parts that I have found useful to discuss negotiation and sales processes.
The results show that there is not a one single rhetorical approach that is essential to convince the other party. Instead, it is the combination of the rhetorical strategies that make the other party feel that the decision they make is good. The most prevalent and also the most favorable strategies that the sellers were using when they managed to convince the other party was: aptum, actio and active silence.
Place, publisher, year, edition, pages
2011. , 36 p.
Negotiation, Sales, actio, aptum, active silence
Förhandling, försäljning, actio, aptum, aktiv tystnad
Other Humanities not elsewhere specified
IdentifiersURN: urn:nbn:se:sh:diva-9227OAI: oai:DiVA.org:sh-9227DiVA: diva2:424079
Subject / course
Dahlin, Maria, Högskolelektor