CAN NEGOTIATION APPROACHES BE USED AS A TOOL IN PREVENTING COMMERCIAL DISPUTES IN DUBLIN?
CAN NEGOTIATION APPROACHES BE USED AS A TOOL IN PREVENTING COMMERCIAL DISPUTES IN DUBLIN?
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Date
2021
Authors
CLAYTON DA SILVA
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Abstract
This material analyses the behaviours and consequences during a negotiation process and its
outcomes by adopting negotiation techniques and conflict prevention in Ireland's commercial
field for the dissertation of the Masters' graduation program in Dispute Resolution of
Independent Colleges in Dublin City. It starts with a description and perception of the
negotiation as a whole and how the corporate culture applies this tool daily. This research aims
to analyse if negotiation approaches can prevent disputes, and it was addressed to workers who
perform management and supervision functions in their respective departments in organisations
in Dublin city. The secundary research was based on the literature review of previous studies
that had negotiation as the focus of its variants on many different applications that resulted in the
ideas and theories present on this material. The methodology used was as follows: Interpretivism
philosophy; inductive approach; mono-method survey addressed to a group of professionals as
the primary research that provided qualitative data for the field of the study; cross-sectional time
horizon combined to non-probability sampling. The research developed a model of how
interactions in the commercial environment can be interconnected between the workforces and
between business partners, with negotiation as a pillar in the resolution and prevention of
conflicts and disputes. The secondary objectives were: To analyse how negotiation approaches
can be applied to a commercial dispute; To explore how often negotiation approaches are used in
conflicts in the commercial field; To assess how inclined is the workforce on using negotiation
approaches to deal with conflict. The results show that the country has qualified professionals
that indirectly apply negotiation techniques in their daily routines to deal with conflicting
situations. However, the lack of information regarding best practices combined with the
recurring processes in their respective functions leaves an open and encouraging path for the
development of best practices that will contribute to the prevention of future disputes in the irish
commercial market.
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da Silva, 2021