ANALYZING THE DIFFERENCE OF NEGOTIATION PERFORMANCE WITH NEGOTIATION STYLE

• Main Author: Ramadhania Irfan, Dhamira
• Format: Final Project
• Language: Indonesia
• Online Access: https://digilib.itb.ac.id/gdl/view/40975
• Institution: Institut Teknologi Bandung

Negotiation always has a pivotal role in the sustainability of a business. One of the business parts that works intensely with negotiation is consumer sales. For a business-to-customer company, a measure of consumer sales could very well mean the measure of success in the company. In handling negotiation, each individual has their own preferred negotiation style, whether it is competing style, avoiding style, collaborating style, accommodating style, or compromising style. Each negotiation style has their own advantages and disadvantages in certain negotiation situations. The purpose of this research is to analyze whether there is a significant difference between each negotiation style to their negotiation performance. To gather the data, the first step is by conducting questionnaire survey assessment to 50 respondents who are staffs of PT. Telekomunikasi Selular, or Telkomsel, that is in the Consumer Sales Region Jawa Barat Division in Bandung. After assessing each respondent to their negotiation style, a roleplay was conducted by pairing the respondents according to their negotiation style and have them negotiate about a vacation plan. After all the necessary data was gathered, the Analysis of Variance or ANOVA and the Hochberg’s GT2 post-hoc was run. The results show that there is a statistically significant difference between the negotiation style to their negotiation performance. In the individual’s negotiation performance, competing style has the highest average score. While when the pairing’s score was summed, collaborating has the best average score. These findings might help negotiators to adjust their negotiation according to the situation needed.