Επιχειρησιακή επικοινωνία και διαπραγματεύσεις

Μεσσαλάς, Δημήτριος

Business communication and negotiations

Master Thesis

Author

Μεσσαλάς, Δημήτριος

Date

2017-09

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Keywords

Επιχειρησιακή επικοινωνία ; Διαπραγματεύσεις ; Εταιρείες

Abstract

The preparation of this Master Thesis on the subject of Business Communication and Negotiations aims to record and analyze the terms the title refers to and their understanding through the citation of Case Studies, as well as further analyzing them and connecting them to the theory, as it has been formulated and developed. The meaning of Communication, in terms of intra-corporate and extra-corporate context is directly connected with the negotiation tactics each organization follows and the success it achieves in connection with the choices made about Communication, information and the Negotiation. The above process also results in the achievement of the necessary contact between organizations, through the modern systems of transferring data, information, ideas, attitudes and feelings in a context of business communication given that negotiation is a type of communicational tactic, which constitutes the first analysis scope of this master thesis. In the last years, despite the fact that technological progress was developed alongside the progress of communication as well as the communication practices between the above-mentioned categories, it seems that this has created a number of problems to companies’ Management, which need to be resolved. The reason for this is that the cycle of information that affects the organizations and managements, has been broadened so much that managing by using the traditional means of communication has become almost impossible. Nowadays, in order for the executive employee to successfully manage a company they must conform with the current information circulation process, intra- and extracorporate. In addition, they must communicate the vision, the mission and the work of the company to the rest of the organization (intra-corporate environment), as well as the wider social group, which includes clients, suppliers and other stakeholders of the company (extra-corporate environment). Success in management of a company comes with the free circulation of information (intra-corporate) and the successful guidance of the administration and employees towards the achievement of goals relevant to the circulation of information to the extra-corporate context. In order for the executive member to successfully control extra-corporate communications and to provide new information, so much intra-corporate as extra-corporate, for the benefit of the company, they have to follow the process of feedback, prior to supplying the new information. Within companies communication is the most important factor in following procedures and is the reason for which a company will make progress and make profit by achieving its goals. The term “Business Communication”, according to Kiyoshi Yamauchi, is the type of communication that will transmit the philosophy of a company, while according to Thomas Jefferson, the third president of the USA, who was first to use this term (1802), it refers to the opening of a company towards the public, and was realized 100 years later (1902) by Ivy Lee, who introduced the company vision as an added value to the public. Today, the process of communication in terms of business practices, intra- and extra-corporate, is a topic of negotiation on a daily basis, because as its qualitive and quantitative characteristics increase, the negoatiting position of the subject keeps altering. At the same time, while it is manageable in terms of quantity, it is the quality characteristics that define an important part of the process of negotiation. With all the necessary negotiating tools available, negotiators are asked to use them to their own advantage, which identifies directly with the company, in terms of their job (intra-corporate), as well as (extra-corporate) through sustained negotiation cycles. The communicational target always is the exchange of information aiming at improving their negotiating position, as it is described and thoroughly analyzed in this Master Thesis.