International Negotiation is the link between international planning and implementation. The ability to negotiate successfully may very well depend on the efforts being put into preparatory activities, leading to the purpose of this research, to gain a better understanding of pre-Negotiation in an international context, by exploring, describing and partly explaining the process. Personal interviews were conducted with two Swedish international companies to obtain thorough information within the area. The collected data from these two cases are discussed, compared and then finally used to draw general conclusions. The study indicates the different issues that either occur or should be considered prior to the first formal meeting in an international Negotiation.

The purpose of this paper is to create an understanding of the Negotiation process behind the decision of who will stay at home with a sick child and to develop the knowledge of the mechanisms considered to affect the Negotiation process, in particular, the mechanisms likely to contribute to an uneven use of care leave. In the study six interviews were conducted with three sets of parents. These interviews were then analysed with Janet Finch?s (1989) definition of Negotiation of family responsibilities. The study finds that the Negotiation on care leave is a result of the Negotiation of the shared view of reality.

Since the Maastricht Treaty the European Parliament has gained competence in the decision-making process and the Parliament is today one of two decision-making institution, next to the Ministers of Council. In this study the main focus has been to shed light over the Negotiation culture within the European Parliament, which up till now has been a neglected research area. This is of great significance because the internal Negotiations in the European Parliament decide the external Negotiation position with the other institutions.After face-to-face interviews with MEP:s and assistants I have been able to identify certain characteristics to create an understanding of the Negotiation culture in Europe's elected Parliament. The Negotiations are oriented towards a problems-solving approach and the prevailing apprehension is consensus-based Negotiations instead of the existence of political blocks. The committees are stronger than the European party groups, which further encourage Negotiation.

This study aspires to find an answer to what makes a Negotiation for peace successful. In our pursue to do so we have chosen two cases to compare with each other through a set of different theories. The theories we believed could be relevant were ripeness/readiness, asymmetry, the strategies of mediation, intra-state conflicts and personal actors.The case-study consists of two Negotiations that both took place in Camp David. The first one was between Egypt and Israel, 1978, and serves as the example of a successful Negotiation. The second case was, again, with Israel but the counterpart was Palestine and took place in year 2000.

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.

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.

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 purpose of this report is to investigate the business relationship between forest machine entrepreneurs and company officials within a timber area at one of the Swedish forest owner associations called Mellanskog. This report shows how these people work with their business relationships, what they believe are the keys getting a successful relationship and how they have got were there they are now. Key words: Business relationship, cooperation, team work, communication, Negotiation, respect, commitment and trust..

Aim: Earlier studies have investigated what impact the relationship between the auditor and their clients have on the auditor?s objectivity. There are different opinions about whether a close relationship harms or promote the auditors work. Furthermore there are studies that show what strategies the auditor (and client) tends to use in the Negotiation between the two of them. On this basis we have chosen to study if there are any correlation between the nature of the auditor client relationship, the auditor?s Negotiation strategy against the client and the auditor?s objectivity.Method: Because of our purpose to study if there is any correlation between the relationship, the Negotiation strategies and the auditor´s objectivity we have chosen to implement a quantitative survey.

This paper develops a theory for understanding Negotiation situations involving states and indigenous peoples. Using relevant constructivist theory as a starting point, the paper develops a theory about understanding the relationship between power and culture implicit in the concept of the state. This relationship is examined in Negotiations situations involving states and indigenous peoples. States are constituted by social structure and are representatives of the national culture. At the same time states are actors within the international system and a part of the culture of Westphalia.

The purpose of this thesis is to describe and to increase the understanding of the Negotiation process between the public- and the private sector in a Public-Private Partnership (PPP). I have chosen to explore the first ?real? PPP project in Denmark, the construction of Vildbjerg compulsory school in the municipality of Trehøje.This case study is based upon a qualitative method consisting of interviews with the leading negotiators from both sectors. Two different theoretical perspectives are used to construct the basis of the analysis - The Theory of Public-Private Partnership and Negotiation theory - and serve as a concept instrument.The result of the analysis indicates that the negotiators from the different sectors have problems to get out of their traditional roles as purchaser and contractor ? in PPP they should act like partners.

Fokus i denna studie ligger på det lönesättande samtalet och vilka emotioner som uppstår inför, under och efter samtalet samt hur de hanteras kognitivt. I studien undersöks även hur respondenterna upplever den generella arbetssituationen för att jämföra deras upplevelser av det dagliga arbetet med deras upplevelser av det lönesättande samtalet. Detta är en induktiv undersökande studie med halvstrukturerade intervjuer som skett med sex kvinnliga respondenter som alla arbetar på en myndighet. Som forskningsansats används fenomenologin eftersom det är respondenternas upplevelser som är av intresse. Svaren har bearbetats med tematisk analys.