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Master's Dissertation
DOI
10.11606/D.96.2008.tde-29042009-161446
Document
Author
Full name
Suzana Wayand Dias
E-mail
Institute/School/College
Knowledge Area
Date of Defense
Published
Ribeirão Preto, 2008
Supervisor
Committee
Martinelli, Dante Pinheiro (President)
Shinyashiki, Gilberto Tadeu
Silveira, Jose Augusto Giesbrecht da
Title in Portuguese
Estilos de negociação nas transações comprador-vendedor: uma aplicação do instrumento TKI®
Keywords in Portuguese
Abordagem sistêmica da negociação
Comportamento em negociação
Estilos de negociação
Negociação
Abstract in Portuguese
O principal objetivo desta dissertação é identificar os perfis de comportamentos dos executivos que realizam transação do tipo comprador-vendedor em cursos de educação continuada de São Paulo, utilizando-se de um instrumento denominado TKI®. A amostra foi composta de 145 entrevistas com escolha por conveniência da autora. Cada um dos executivos respondeu a dois questionários contendo: caracterização do perfil do executivo e o instrumento TKI®, versão oficial do distribuidor no Brasil. Os resultados constatam a presença do estilo evitando para os grupos de compradores e vendedores, o que causou surpresa dada a natureza da atividade da profissão. Compradores concedem menos do que os vendedores e são mais competitivos. O estilo conciliando predomina em ambos os grupos com maior freqüência de respostas da amostra.
Title in English
Negotiation styles among buyer-seller transactions: using the Thomas-Kilmann Instrument (TKI®)
Keywords in English
Negotiation
Negotiation behavior
Negotiation styles
Systemic approach for negotiation
Abstract in English
This study aimed at identifying and evaluating the negotiation styles among buyer-seller transactions in training programs of universities of São Paulo state, using the Thomas-Kilmann (TKI®) instrument. The sample was composed by 145 respondents with interviews among students of MBAs. Each executive answered two questionnaires: the TKI® instrument and perception questionnaire. Surprisingly it was found high frequency for avoiding style both for buyers and sellers. Buyers are less accommodating and more competing than sellers. Compromising style is predominant in both samples of buyers and sellers.
 
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SuzanaWDias.pdf (3.44 Mbytes)
Publishing Date
2009-05-12
 
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