This essay is about exploring the rhetorical business negotiation process. The aim has been to find out how skilled salespeople stand out, and what rhetorical means they use to convince the other party. For this study, a qualitative research interview was applied and altogether five vendors in three different industries were interviewed. The fundamental theory of the essay is based on classical rhetoric. From that I have chosen the specific parts that I have found useful to discuss negotiation and sales processes.The results show that there is not a one single rhetorical approach that is essential to convince the other party.

I den här uppsatsen har jag undersökt internkommunikationen på ett multikulturellt företag för att se hur olika kulturer visar sig i olika förhandlingsstilar. Mitt material har bestått av sexton mejl mellan en tysk och en svensk affärsman från det multikulturella företaget Volkswagen. Mina frågeställningar var:1. Skiljer sig Sch och Joh:s sätt att formulera sig och vilken betydelse får det i så fall för förhandlingen? 2.

In May 2004 the European Union enlarged from 15 to 25 member states and it was the biggest enlargement since the foundation. Two years earlier Poland, as one of the new member states, finished four years of accession negotiations with the EU.This study focus on the case of Poland and how the accession negotiations with EU were conducted. According to the theoretical framework of asymmetric negotiations Poland was said to be a weak party and the EU was considered a strong party in the enlargement negotiations.The aim of the thesis is to examine Poland's negotiation performance and determine what Polish failure and success in the accession negotiations depends on. The research contains a illustration of the motives for enlargement, the negotiation process and structure, attitudes and behaviour and finally results of negotiations in specific areas.The study concludes that Poland's negotiation performance was influenced by the Polish negotiation team's unpleasant attitude, confused organizational structure, lack of coalition partners and the strong will to become a member state, in both positive and negative ways. Finally, Poland was most successful in negotiations that concerned specific issues which were of great importance for Poland but less prioritized by the EU..

PROBLEM: Finns det, trots vidden av situationer där förhandlingar kan uppkomma, raden av potentiella förhandlingssituationer och inblandade parter några gemensamma aspekter eller nämnare som alltid verkar finnas där när parterna upplever att en förhandling i kris är lyckad?SYFTE: Syftet med denna uppsats är att beskriva vilka beståndsdelar en lyckad förhandling i kris består av.METOD: Uppsatsens vetenskapliga ansats är i huvudsak fenomenologi.RESULTAT: Essensen i upplevelsen av en lyckad förhandling i kris utgörs av graden av förberedelse, att motparten känner ett förtroende för representanten, att representanten agerat sakligt i bemärkelse att denne stöder sig på fakta, samt att en hög grad av målkongruens mellan parterna uppnås..

The aim of this essay is, with reference to a close study on the negotiation delegations of the Tenant Association, to examine the principals of democracy in relation to distribution of power and participation, efficiency and professionalism. This is done with the intention to understand the Tenant Association's view on its own commission as negotiator, according to democracy. The investigation is carried out on the Tenant Association in the Swedish cities of Stockholm, Malmö and Gothenborg.The data acquisition was obtained by using a questionnaire and through interviews with representatives from the Tenant Association negotiation delegation.A central conclusion from this investigation is that the representatives of the Tenant Association generally are satisfied with the democracy model used in the organisation, despite awareness of the fact that there are some failures with representation amongst younger people, women and immigrants. Also, they suggest that the model with representative democracy is by all means the most useful because of its arrangement and efficiency in decision making processes.The policies of the Tenant Association, considering distribution of power and participation between elected representatives and employees, are legitimated by the negotiation delegates. However, there is obvious discrepancy in the look upon their respective tasks between the delegates and the chief negotiators.One can recognise the development of democracy that is called New Public Management in this survey.

AbstractThis essay discusses the negotiation of the Comprehensive Test Ban Treaty (CTBT) and the process that led up to a signed agreement. The CTBT forbids all nuclear weapon test explosions and all other types of nuclear explosions. The purpose of the study was to distinguish the critical steps of the negotiations that resulted in the success of the CTBT. Based on these insights, my intention was to identify relevant events and actors in the process around the Fissile Material Cut-off Treaty (FMCT), which has been on the nuclear disarmament agenda for over a decade. Furthermore, my ambition was that the examination of the CTBT negotiation would give me some clarity in what the next step would be to get the FMCT back on track.

The aim of this Master?s thesis is to investigate what kinds of writing activities that are offered to children and young people in Sweden and if, how and why libraries are involved with them. The issues illuminated in this thesis are how children and youth can be motivated and advance in their writing, what the purpose of writing activities can be, and if writing activities can be suitable as a part of the work in libraries. The theory is based on a study with writing youth made by Catharina Nyström. In order to study the issues six interviews have been completed with persons who all have played a part in writing activities for children and youth.

The purpose of this discourse-analytical study is to investigate teachers? beliefs about writ-ing and writing instruction and how their beliefs and writing instruction can be understood in relation to the Lgr11 syllabus in Swedish. The study included five teachers who teach in grade 6 of primary school, where I applied Roz Ivani??s theories of written discourses, based partly on interviews with teachers and classroom observations of teaching, partly on the Swedish curriculum for grades 4?6. The result shows that teachers move within creativi-ty, process, genre and social practice discourse, while the skills of discourse and the socio-political discourse lack matching.

AbstractThis essay discusses the negotiation of the Comprehensive Test Ban Treaty (CTBT) and the process that led up to a signed agreement. The CTBT forbids all nuclear weapon test explosions and all other types of nuclear explosions. The purpose of the study was to distinguish the critical steps of the negotiations that resulted in the success of the CTBT. Based on these insights, my intention was to identify relevant events and actors in the process around the Fissile Material Cut-off Treaty (FMCT), which has been on the nuclear disarmament agenda for over a decade. Furthermore, my ambition was that the examination of the CTBT negotiation would give me some clarity in what the next step would be to get the FMCT back on track.

The aim of this master thesis?s is to examine what functions writing activities can have in the public library. Some public libraries offer their visitors writing activities, for example courses and camps. The public library is an institution with a particular identity, with special norms and properties which participants within the institution construct and reproduce. The main question of this thesis is to investigate how writing activities can be a part of the public library?s institutional identity and what functions writing activities in the public library can have.

The aim of my study is to investigate if and in that case how the writing process and texts written by students in the upper secondary school are affected by the writing tool; does it matter if they write their texts on a computer or by longhand? Another objective is to compare such an effect with the findings of previous studies performed on earlier generations of writers. The first part of my study was a survey. It showed that two thirds of the 67 students participating thought that they would have written better texts in the national writing test if they had been able to use computers. In the second part of the study each of the fourteen participants wrote one text on computer and another by hand.

The aim of this study is to examine ways of writing experiences of the strange and different, experiences of the other in his or her otherness and experiences of suffering. The study focuses possibilities and limits for the writing of these experiences and aims at finding a tangible way of writing literature. Part of the aim of this study is to elaborate a proposal for a way of writing experiences of the strange and different, experiences of the other in his or her otherness and experiences of suffering.    The material for the study consists of three different approaches to literature, in which theories on literature or analyses of literary works are presented. This material is initially analysed in separate analyses in which conceptions, strategies and methods for writing experiences of the strange and different, the other and suffering are identified. Secondly, the material is analysed in a comparative analysis, aimed at finding similarities and differences between the approaches but above all to let the approaches supplement and challenge each other.

The aim with this study is to explore if and how linguistic learning takes places when four pairs ofstudents in grade one writes on the computer. Observations of eight students took place duringtwelve lessons to investigate what happened during their writing processes. This study isimportant because students? computer writing is a relatively new phenomenon in the Swedishprimary school.It is clear that the peer collaboration creates a complex interaction that becomes the platform, andalso the prerequisite, for successful language training. The method can clearly give students profitsin their linguistic development.

The aim of my study is to investigate if and in that case how the writing process and texts written by students in the upper secondary school are affected by the writing tool; does it matter if they write their texts on a computer or by longhand? Another objective is to compare such an effect with the findings of previous studies performed on earlier generations of writers. The first part of my study was a survey. It showed that two thirds of the 67 students participating thought that they would have written better texts in the national writing test if they had been able to use computers. In the second part of the study each of the fourteen participants wrote one text on computer and another by hand.

The aim with this study is to explore if and how linguistic learning takes places when four pairs ofstudents in grade one writes on the computer. Observations of eight students took place duringtwelve lessons to investigate what happened during their writing processes. This study isimportant because students? computer writing is a relatively new phenomenon in the Swedishprimary school.It is clear that the peer collaboration creates a complex interaction that becomes the platform, andalso the prerequisite, for successful language training. The method can clearly give students profitsin their linguistic development.