APPLICATION OF CASE STUDY METHOD IN THE RESEARCHING OF BUSINESS NEGOTIATIONS
Keywords:
case study method, scientific knowledge, business negotiation, case factors, case outcomeAbstract
The subject of this paper relates to the application of the case study method in business negotiation research. The paper first explains the case study method by defining the basic concepts that it consists of: the method, the study, and the case. It is then considered that, through the case study method, certain scientific knowledge about business negotiation as a subject of research comes to light. Then, the business communication factors that can affect the occurrence of the case are considered. The factors are seen as an individual case and a case in a row. Particularly explained are the business negotiating factors that have the characteristics of a particular case: negotiation strategies, negotiation methods and business negotiation outcomes.
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