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Analysis of Psychological negotiation methods in purchasing

  • The possibility of applying psychological negotiation methods at the purchasing department ABW2 of the Robert Bosch GmbH was investigated by undertaking extensive literature review and conducting qualitative expert interviews. Additionally, negotiation models and literature from the criminalistics context were analyzed in order to find opportunities to convert successful methods in this field into the business setting. The psychological methods are based on scientific knowledge about personality, emotions and human perception. Several similarities with forensic psychological methods could be identified, which demonstrated the feasibility of adapting methods, such as rapport-building, de-escalation and communication techniques, to business negotiations. Experiments previously undertaken by other authors have shown the potential benefits and improved negotiation outcomes that can be derived by implementing these techniques in negotiations. However, a limitation factor for translating these results directly to the Robert Bosch GmbH is the setting of these experiments. No real life results exist today to the author’s knowledge. Further limitations, areas for future research, and practical implications are discussed.

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Author:Laura Fernandez
Advisor:Christoph Mergard
Document Type:Bachelor Thesis
Year of Completion:2015
Year of first Publication:2015
Release Date:2015/11/26
Tag:negotiation; psychology; purchasing
Degree Program:IBM - International Business Management
Functional area:Andere/Other