Non-Verbal Communication in Business Negotiations between Finland and Estonia
Stupnikova, Violetta (2023)
2023
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2023082324901
https://urn.fi/URN:NBN:fi:amk-2023082324901
Tiivistelmä
The purpose of this thesis was to analyze and describe communication overall, find out what types of negotiation exist, and then find out what is non-verbal communication, and what role it plays in business negotiations, especially between Finland and Estonia.
For this thesis, the author proposed to find out the importance of non-verbal communication in business negotiations between Finland and Estonia, to help the commissioning company -Sudex OU lead better negotiations and expand in a new market like Finland.
Language plays an influential role in business negotiations. The act of negotiating itself can be described as a form of social interaction between both parties. As with any human interaction, business communication, negotiations, and conversations depend not just on what was said, but also on how it was presented. However, non-verbal communication can also be a strong barrier in negotiations, which can lead to confusion on both sides, because non-verbal communication is specified in each country.
In order to gain more reliable information about the negotiators of Estonia and Finland, the author decided, in addition to conducting a literature review, to use a qualitative method of data collection. This involved interviewing three company representatives from each side on the topic of non-verbal communication and the impact of non-verbal communication on negotiations.
Based on the results of the thesis, the author found that non-verbal communication takes place in negotiations because it will undoubtedly help to analyze the opponent and find out with whom negotiations are being conducted. However, one should not pay attention only to non-verbal signs, it is also essential to study the mentality, culture, and habits of the person with whom it is planned to negotiate.
For this thesis, the author proposed to find out the importance of non-verbal communication in business negotiations between Finland and Estonia, to help the commissioning company -Sudex OU lead better negotiations and expand in a new market like Finland.
Language plays an influential role in business negotiations. The act of negotiating itself can be described as a form of social interaction between both parties. As with any human interaction, business communication, negotiations, and conversations depend not just on what was said, but also on how it was presented. However, non-verbal communication can also be a strong barrier in negotiations, which can lead to confusion on both sides, because non-verbal communication is specified in each country.
In order to gain more reliable information about the negotiators of Estonia and Finland, the author decided, in addition to conducting a literature review, to use a qualitative method of data collection. This involved interviewing three company representatives from each side on the topic of non-verbal communication and the impact of non-verbal communication on negotiations.
Based on the results of the thesis, the author found that non-verbal communication takes place in negotiations because it will undoubtedly help to analyze the opponent and find out with whom negotiations are being conducted. However, one should not pay attention only to non-verbal signs, it is also essential to study the mentality, culture, and habits of the person with whom it is planned to negotiate.