This thesis depicts and clarifies the consumer behaviour of the Chinese. It primarily focuses on current trends and new opportunities arising on the Chinese market. It enables the reader to gain initial knowledge on this topic and to understand the basic concept of a sucessful marketing strategy for China. The thesis also briefly describes the particularities of business negotiation and trade with the Chinese in order to provide a more complex view on doing business in this country.

Nesta pesquisa, o principal objetivo foi analisar como são conduzidas as negociações entre compradores e vendedores que acontecem em um ambiente relacional, buscando não só entender os impactos do relacionamento das partes no processo de negociação, mas também verificar se as negociações o favorecem, notadamente em situações nas quais as partes pretendem manter ou aumentar as interações no futuro. Para responder esse objetivo foi escolhido o setor de distribuição de insumos agrícolas, com foco em defensivos, considerando as transações que ocorrem entre os distribuidores e os produtores rurais. Para ampliar as discussões desta pesquisa, optou-se por analisar as negociações entre as partes em dois países: Brasil e Estados Unidos. Assim, foi realizada uma pesquisa qualitativa, de caráter exploratório/descritivo, utilizando o método de estudos de casos múltiplos. Os dados foram coletados a partir do estudo de 13 casos - situações de negociação (seis no Brasil e sete nos Estados Unidos), considerando a visão do vendedor e do comprador (díades) para que se pudesse ter uma perspectiva de ambos os lados. Para isso, contou-se com o auxílio de seis distribuidores de insumos, sendo três no Brasil e três nos Estados Unidos. Os gerentes de vendas dos distribuidores foram entrevistados para que o entendimento do processo de negociação pudesse ser ampliado. Assim, em conjunto com observações, foram realizadas 13 entrevistas com vendedores, 13 com produtores e seis com gerentes de vendas, totalizando 32. Como principais resultados e contribuições, destaca-se: (1) foi proposta uma estrutura conceitual, baseada no modelo adaptado do IMP Group, para o estudo das negociações entre compradores e vendedores, considerando os elementos sistêmicos da negociação. Pôde-se perceber os impactos do ambiente da negociação (concorrentes e variáveis macroambientais), da atmosfera (poder, tempo e informação), do planejamento, do processo de negociação, dos resultados e da implementação dos acordos da negociação. Além disso, notou-se que os resultados substanciais (econômicos) podem ser superados pelos resultados psicológico-sociais da negociação, uma vez que vendedores e compradores podem abrir mão dos ganhos pensando na continuidade do relacionamento entre as partes; (2) a aplicação da estrutura para a análise das díades mostrouse aderente, o que resulta em outra contribuição. A estrutura conceitual poderá ser utilizada em outros contextos para o entendimento das negociações entre compradores e vendedores; (3) a partir da análise dos contextos Brasil e Estados Unidos, notou-se o impacto que o modelo de negócios dos distribuidores pode ter nas negociações. De um lado os distribuidores brasileiros têm sua oferta mais baseada em produtos, resultando em uma maior discussão de preços nas negociações. Já do lado norte-americano, a oferta é baseada em serviços e troca de informações, o que aumenta a dependência, os custos de mudança dos produtores e afeta os processos de negociação, diminuído em alguns casos a negociação de preços; (4) por fim, nota-se que o relacionamento entre as partes pode ter um impacto positivo nas negociações entre compradores e vendedores, diminuindo o uso de alternativas, aumentando a possibilidade de ampliação do valor das negociações e tirando o foco do preço. Além disso, percebe-se que a forma como as negociações são conduzidas pode ter um impacto positivo no relacionamento entre as partes. Assim, com a evolução do relacionamento, o conteúdo das negociações pode mudar da barganha de preços e evoluir para a discussão das adaptações necessárias para ampliação dos ganhos mútuos e maximização do valor das partes. / The main goal of this research was to analyze how the negotiations between buyers and sellers take place in a relational environment, seeking not only to understand the impacts of the relationship of the parties in the negotiation process, but also whether the negotiations favor the relationship, specifically in situations in which the parties aim to maintain or increase future interactions. To meet this goal, the distribution sector of agricultural inputs was chosen, focusing on defensive, and considering transactions that took place between distributors and farmers. The choice of this sector was due to its strong relational characteristic. To broaden the discussion of this research, the negotiations in two countries was analyzed: Brazil and the United States. Thus, a qualitative survey was conducted with an exploratory / descriptive perspective and using a multiple case studies method for data collection. The data was collected from the study of 13 negotiation situations (six in Brazil and seven in the United States), considering the view of the seller and the buyer (dyads) so that it was possible to have the perspective from both sides. Accordingly, interviews were conducted with six distributors, three in Brazil and three in the United States. The distributors\' sales managers were interviewed to develop a better understanding of the negotiation process. Thus, for the development of this research, 13 interviews were conducted with vendors, with 13 producers and six with sales managers, totaling 32. The main results and contributions are: (1) a conceptual framework was proposed based on the adapted model of the IMP Group for the study of negotiations between buyers and sellers, considering the systemic elements of the negotiation. The framework considers the various stages of negotiation and was the basis for the analysis of 13 dyads. From the analysis, the impact of the trading environment was observed (competitors and macroenvironmental variables), the atmosphere (power, time and information), planning, the negotiation process, the negotiation results, and the negotiation results implementation. Considering the importance of the relationship between the parties, the substantial results (economic) could be overcome by psychological and social results of the negotiation, as buyers and sellers can give up gains in exchange of maintaining and continuing with a good relationship with the other part; (2) the use of the framework to analyze the dyads proved to be effective, therefore the possible use of the framework in other contexts for the understanding of negotiations between buyers and sellers is another contribution of this thesis; (3) from the analysis of Brazilian and US contexts, it was noted the impact that the business model can have on negotiations. In one hand the Brazilian distributors have most of their supply based on products, resulting in more price discussion. In the other hand, in the US, the focus was on services and information exchange, which increases the dependency of producers decreasing, in some cases, the price negotiations; (4) finally, the relationship between the parties can have a positive impact on negotiations between buyers and sellers, reducing the use of alternatives, increasing the possibility of expanding the value of negotiations and taking the price out of focus. Moreover, it is clear that the way the negotiations are conducted can have a positive impact on the relationship between the parties. Therefore, with the relationship evolution, the negotiations content can evolve from prices negotiation to a discussion on necessary adaptation with a focus on value maximization for all parties.

This diploma thesis deals with the different settings of the current social and political system in the Czech Republic and the People's Republic of China that affect the course of business negotiations between Czech and Chinese business negotiator. The thesis is divided into a theoretical and a practical part. The theoretical part consists of two chapters and the practical part of three chapters. The first chapter is based on the secondary data which characterize how the Czech and Chinese business negotiator perceive a commercial negotiation and its progress. The second chapter describes the effect of setting the current social and political system in the Czech Republic and the People's Republic of China on the personality of Czech and Chinese business negotiators on the individual (my chosen) period of life (offspring, education, marriage, employment and the impact of the welfare system, health system and pension system on the personality of the Czech and Chinese business negotiators) and suitable topics for conversation and maybe a taboo conversation between Czech and Chinese business partner. The third chapter describes how my own research, which was based on qualitative data collection through a questionnaire survey, was performed. The fourth chapter describes the research results. In the fifth chapter I propose how to use new gained knowledge.

L'enseignement de la négociation commerciale est un enseignement relativement récent. Les travaux sur cet enseignement mettent l'accent sur les méthodes employées, les contenus transmis, l'activité des étudiants, le rôle de l'enseignant ; les savoirs préalables de l'étudiant comme une des variables du processus ont été assez peu étudiés.Le travail présenté dans cette thèse porte son attention sur les représentations de la négociation chez les étudiants, avec comme objectif d'identifier les connaissances implicites et les représentations préalables, afin de faire des propositions de rénovation de la pédagogie : que savent les étudiants quand ils ne savent rien ?Les publics étudiés sont des étudiants de première année et de dernière année de cycle commercial en école de commerce, ainsi que des adultes en formation continue, ayant une expérience professionnelle. La méthode utilisée est celle des récits écrits, dont le contenu est analysé par un traitement qualitatif à l'aide du logiciel Alceste.Entre 2008 et 2011, 301 récits de négociation d'étudiants de première année, 31 récits d'étudiants de troisième année et 52 récits d'adultes en formation continue ont été recueillis puis traités à l'aide d'Alceste. L'analyse Alceste fait ressortir 7 classes de représentations différentes chez les étudiants et 3 classes chez les adultes. Nous avons regroupé ces représentations collectives en trois ensembles chez les étudiants, et en trois ensembles différents, chez les adultes.L'analyse des récits de négociation, puis des représentations correspondantes entre la première année et la troisième année laisse percevoir une augmentation de la réflexivité des étudiants par rapport à leur façon de négocier, plus qu'une amélioration de leur performance.A la suite de cette analyse, nous proposons plusieurs scénarii de cours (de négociation commerciale), en organisant les connaissances à transmettre et les méthodes à utiliser, en fonction des représentations préalables des étudiants et des adultes : quand des savoirs préalables sont partiellement présents chez les apprenants, un rappel ou un auto-apprentissage peuvent être utilisés. Quand des savoirs préalables sont absents ou incomplets, une approche plus complexe, faite d'apports formels, d'exercices pratiques, de travaux individuels ou collectifs permettant un auto-apprentissage extérieur à la classe, est utilisée. Dans tous les cas, un accent important est mis sur la réflexivité de l'étudiant face à ses apprentissages et ses pratiques. Ce travail débouche également sur des réflexions à propos d'un cursus complet d'enseignement commercial en école de commerce : plusieurs cours (vente, négociation, etc.), assurés par plusieurs enseignants, peuvent alors s'articuler dans une cohérence pédagogique d'ensemble. / Teaching business negotiation is a relatively recent activity. Research about this activity study the methods used, the contents transmitted, student activities, the role of the teacher ; research about students knowledge as one of the variables of the process are scarce.The work presented in this thesis studies the representations of negotiation among students. Its goal is to identify implicit knowledge and previous representations, in order to make proposals for some improvement in a negotiation module : what do students know when they know nothing ?Public studied are freshmen and last year students from a business school, and adults with a professional experience. The method used for the study is the written story-telling, and the content of the stories is analyzed using the Alceste software (qualitative analysis).Between 2008 and 2011, 301 stories from freshmen, 31 stories of third-year students and 52 stories of adults were collected and analyzed with Alceste. The Alceste analysis reveals seven different classes of representations for the students and three classes for adults. We have grouped these collective representations into three conceptual sets in for the students, and three different sets for the adults.Analysis of stories and corresponding representations between the first year and third year shows an increase in reflexivity of students, more than improvement of their performance in negotiation.Following this analysis, we propose several course scenarios (in business negotiations) ; we organize the knowledge units to be transmitted and the methods to do so, by using previous representations of students and adults.When previous knowledge is partially present, self-learning or a simple recall can be used. When previous knowledge is missing or incomplete, a more complex approach, made of formal contributions, practical exercises, individual or group work allowing learning outside the classroom must be used.In all cases, strong emphasis is put on the student's reflexivity about his own thinking and practices. This work also leads to some reflections about a complete curriculum of business education in a business school : several courses (sales, negotiation, etc.) delivered by several teachers, can then be organized together in order to build coherence in teaching business.

Nesta pesquisa, o principal objetivo foi analisar como são conduzidas as negociações entre compradores e vendedores que acontecem em um ambiente relacional, buscando não só entender os impactos do relacionamento das partes no processo de negociação, mas também verificar se as negociações o favorecem, notadamente em situações nas quais as partes pretendem manter ou aumentar as interações no futuro. Para responder esse objetivo foi escolhido o setor de distribuição de insumos agrícolas, com foco em defensivos, considerando as transações que ocorrem entre os distribuidores e os produtores rurais. Para ampliar as discussões desta pesquisa, optou-se por analisar as negociações entre as partes em dois países: Brasil e Estados Unidos. Assim, foi realizada uma pesquisa qualitativa, de caráter exploratório/descritivo, utilizando o método de estudos de casos múltiplos. Os dados foram coletados a partir do estudo de 13 casos - situações de negociação (seis no Brasil e sete nos Estados Unidos), considerando a visão do vendedor e do comprador (díades) para que se pudesse ter uma perspectiva de ambos os lados. Para isso, contou-se com o auxílio de seis distribuidores de insumos, sendo três no Brasil e três nos Estados Unidos. Os gerentes de vendas dos distribuidores foram entrevistados para que o entendimento do processo de negociação pudesse ser ampliado. Assim, em conjunto com observações, foram realizadas 13 entrevistas com vendedores, 13 com produtores e seis com gerentes de vendas, totalizando 32. Como principais resultados e contribuições, destaca-se: (1) foi proposta uma estrutura conceitual, baseada no modelo adaptado do IMP Group, para o estudo das negociações entre compradores e vendedores, considerando os elementos sistêmicos da negociação. Pôde-se perceber os impactos do ambiente da negociação (concorrentes e variáveis macroambientais), da atmosfera (poder, tempo e informação), do planejamento, do processo de negociação, dos resultados e da implementação dos acordos da negociação. Além disso, notou-se que os resultados substanciais (econômicos) podem ser superados pelos resultados psicológico-sociais da negociação, uma vez que vendedores e compradores podem abrir mão dos ganhos pensando na continuidade do relacionamento entre as partes; (2) a aplicação da estrutura para a análise das díades mostrouse aderente, o que resulta em outra contribuição. A estrutura conceitual poderá ser utilizada em outros contextos para o entendimento das negociações entre compradores e vendedores; (3) a partir da análise dos contextos Brasil e Estados Unidos, notou-se o impacto que o modelo de negócios dos distribuidores pode ter nas negociações. De um lado os distribuidores brasileiros têm sua oferta mais baseada em produtos, resultando em uma maior discussão de preços nas negociações. Já do lado norte-americano, a oferta é baseada em serviços e troca de informações, o que aumenta a dependência, os custos de mudança dos produtores e afeta os processos de negociação, diminuído em alguns casos a negociação de preços; (4) por fim, nota-se que o relacionamento entre as partes pode ter um impacto positivo nas negociações entre compradores e vendedores, diminuindo o uso de alternativas, aumentando a possibilidade de ampliação do valor das negociações e tirando o foco do preço. Além disso, percebe-se que a forma como as negociações são conduzidas pode ter um impacto positivo no relacionamento entre as partes. Assim, com a evolução do relacionamento, o conteúdo das negociações pode mudar da barganha de preços e evoluir para a discussão das adaptações necessárias para ampliação dos ganhos mútuos e maximização do valor das partes. / The main goal of this research was to analyze how the negotiations between buyers and sellers take place in a relational environment, seeking not only to understand the impacts of the relationship of the parties in the negotiation process, but also whether the negotiations favor the relationship, specifically in situations in which the parties aim to maintain or increase future interactions. To meet this goal, the distribution sector of agricultural inputs was chosen, focusing on defensive, and considering transactions that took place between distributors and farmers. The choice of this sector was due to its strong relational characteristic. To broaden the discussion of this research, the negotiations in two countries was analyzed: Brazil and the United States. Thus, a qualitative survey was conducted with an exploratory / descriptive perspective and using a multiple case studies method for data collection. The data was collected from the study of 13 negotiation situations (six in Brazil and seven in the United States), considering the view of the seller and the buyer (dyads) so that it was possible to have the perspective from both sides. Accordingly, interviews were conducted with six distributors, three in Brazil and three in the United States. The distributors\' sales managers were interviewed to develop a better understanding of the negotiation process. Thus, for the development of this research, 13 interviews were conducted with vendors, with 13 producers and six with sales managers, totaling 32. The main results and contributions are: (1) a conceptual framework was proposed based on the adapted model of the IMP Group for the study of negotiations between buyers and sellers, considering the systemic elements of the negotiation. The framework considers the various stages of negotiation and was the basis for the analysis of 13 dyads. From the analysis, the impact of the trading environment was observed (competitors and macroenvironmental variables), the atmosphere (power, time and information), planning, the negotiation process, the negotiation results, and the negotiation results implementation. Considering the importance of the relationship between the parties, the substantial results (economic) could be overcome by psychological and social results of the negotiation, as buyers and sellers can give up gains in exchange of maintaining and continuing with a good relationship with the other part; (2) the use of the framework to analyze the dyads proved to be effective, therefore the possible use of the framework in other contexts for the understanding of negotiations between buyers and sellers is another contribution of this thesis; (3) from the analysis of Brazilian and US contexts, it was noted the impact that the business model can have on negotiations. In one hand the Brazilian distributors have most of their supply based on products, resulting in more price discussion. In the other hand, in the US, the focus was on services and information exchange, which increases the dependency of producers decreasing, in some cases, the price negotiations; (4) finally, the relationship between the parties can have a positive impact on negotiations between buyers and sellers, reducing the use of alternatives, increasing the possibility of expanding the value of negotiations and taking the price out of focus. Moreover, it is clear that the way the negotiations are conducted can have a positive impact on the relationship between the parties. Therefore, with the relationship evolution, the negotiations content can evolve from prices negotiation to a discussion on necessary adaptation with a focus on value maximization for all parties.

The main aim of this diploma thesis is to indentify German and Austrian cultural standards and the second aim is to confirm or disprove the given hypotheses. The first part is theoretical and defines the theoretical basis of this topic. It deals with Czech-German and Czech-Austrian business relationship. Then it describes the main aspects of culture, cultural dimensions and standards. The practical part describes the chosen methodology, which were interviews mostly with Czech business representatives who trade with Germany and Austria. In the last part the research and the given hypotheses are evaluated. The thesis is recommended as study material for business representatives who will be in contact with Germans or Austrians.

The aim of my master thesis was to specify the business and diplomatic protocol in France and answer several questions that I defined. Are there any differences between the facts that we read in books and guides about French business and diplomatic protocol, and the reality? Can we generalize French business protocol and say that it is valid for all sectors and generations of managers? Can we claim that French diplomatic protocol is valid all the time and every single president sticks to it? The first chapter explains all the key terms - protocol, business protocol, diplomatic protocol, business negotiation, etiquette. The second chapter focuses on French business protocol, especially organization and course of business negotiation, dress code and gift-giving etiquette, and finally characterizes a typical French company. The third chapter focuses on French diplomatic protocol, especially on all aspects conserning ambassadors in France. The fourth chapter represents the practical part and gives several practical examples of French business and diplomatic protocol. This part is based on four qualitative conversations with four experts on this domain.

Bakgrund: Internationella förhandlingar har länge varit en fundamental del av internationellt företagande, där den internationella förhandlingen påverkas av både kultur och förhandlingsstrategi. Den globala pandemin orsakad av Covid-19 har haft effekter på omvärlden, där viruset hanterats olika från land till land. Till följd av detta har fysiska möten i internationella förhandlingar minskat, vilket avsevärt kan tänkas ha påverkat förhandlingsprocessen. Syfte: Syftet med studien är att undersöka hur Covid-19 har påverkat den internationella förhandlingsprocessen samt undersöka om det finns något samband mellan förändringar i förhandlingsprocessen och dess enskilda faser. Utöver detta avser studien även att jämföra och undersöka om det finns någon skillnad mellan olika kontinenter i Covid-19s inverkan på den internationella förhandlingsprocessen. Metod: Studien är av kvantitativ karaktär med en deduktiv ansats och induktiva anslag. Empiriska data har insamlats med hjälp av en onlineenkät och analyserats med hjälp av statistiska metoder. Slutsats: Slutsatsen av studien påvisar att Covid-19 har påverkat hela förhandlingsprocessen men främst på stadiet av förberedelse och implementering, samt att det finns ett samband mellan förändringar i förhandlingsprocessen och dess enskilda faser. Utöver detta visar studien även på att det finns skillnader mellan Covid-19s påverkan på förhandlingsprocessen mellan olika kontinenter, där Europa skiljer sig från resterande. / Background: International negotiations serve as a fundamental part of international business where the process determines the outcome. The global pandemic caused by the virus Covid-19 has had a tremendous effect forcing the world to readjust and become more digitalized. As a result, the physical meeting in international business negotiations has decreased due to work done remotely. The physical meeting usually playing an important role in the cross-cultural world of international negotiations, the process might have been remarkably affected. Purpose: The purpose of this study investigate how Covid-19 has affected the international negotiation process, as well as if there is any connection between a change in the over negotiation process, and a change in the separate stages of the international negotiation process. Additionally, the study aims to investigate and compare if there are any differences between continents in how the pandemic has affected the international negotiation process. Method: This study is of quantitative nature with a deductive research approach including inductive elements. The empirical data is collected through an online survey and analyzed through statistical methods.  Conclusion: The result of the study shows that Covid-19 has affected the international negotiation process and argues for a close connection between a change in the overall negotiation process and a change in the pre-negotiation and face-to-face negotiation phase. Moreover, the study concludes differences between the continents in how Covid19 has affected the international negotiation process in the preparation and execution s

With our increasingly competitive globalized economy, we are experiencing an emerging trend of firms competing on new international business markets (Bell et al. 2001; Huang 2010). In order to successfully negotiate in an international context, cultural sensitivity needs to be taken into consideration (Manrai & Manrai 2010). This study aims to examine how and to what extent professionalnegotiators’ international negotiation process is influenced by different businesscultures. The study was made by in-depth interviews of five Swedish based professional negotiators and their experiences from negotiating in France, Brazil and Singapore. The mentioned negotiation process was based on Ghuari’s(2003) international business negotiation model which consists of a pre- negotiation stage, a face-to-face negotiation stage and a post-negotiation stage. These stages have been analyzed and interconnected with several cultural variables such as cultural intelligence, adaptation, communication, hierarchy and the Hofstede (2011) parameter of collectivistic versus individualistic cultures to substantiate our two research questions: 1) How does culture intervene in the different stages of the negotiation process? And 2) How are the negotiators adjusting their negotiation strategy to better accommodate the specific culture? The empirical findings showed that there are several differences in both theFrench, Brazilian and Singaporean business culture as well as the negotiators’experiences of their need of adapting to the culture they are negotiating with. The data highlighted the importance of cultural understanding and obtaining the knowledge in a pre-negotiation stage in order to prevent unnecessary misunderstandings which could obstruct the negotiation. The major differenceswhich required the negotiators’ understanding and adaptation was the crucialfactor of building a relationship with the Singaporean delegation, the French’stough negotiation approach and the hierarchical setting in Brazil. The conclusions demonstrated the benefits of cultural adaption as well as the potential pitfall of over-adapting and the imperative preparatory work needed in the pre-negotiation stage of the negotiation.

The thesis deals with insufficiencies in the management and motivation of sales representatives. Based on an analysis of the present situation, it proposes measures to improve the performance and effectiveness of their work. The theoretical part contains findings from the field of managerial functions and motivation. The practical part analyses the present situation and, based on suggestions and recommendations, proposes changes that are important to ensure fulfilling the plan of a regional branch.