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The Complexity of Executing International Negotiations while Maintaining Business Ethics - Developing the value-based International negotiation model from an ethical perspective - the Sanfran Ethical International Business Negotiation Model (SEIB NM): An exploratory case study within the defence industry
Jönköping University, Jönköping International Business School, JIBS, Business Administration.
Jönköping University, Jönköping International Business School, JIBS, Business Administration.
2018 (English)Independent thesis Basic level (degree of Bachelor), 10 credits / 15 HE creditsStudent thesisAlternative title
Kompexiteten att genomföra internationell förhandling samtidigt som man behåller affärsetik - Utveckling av den värdebaserade internationella förhandlingsmodellen ur ett etiskt perspektiv - Sanfrans etiska internationella affärsmässiga förhandlingsmodel (SEIB NM) : En utredande fallstudie inom försvarsindustrin (Swedish)
Abstract [en]

Background

This thesis explores the role of ethics in negotiations within the international defence industry. Existing gaps in literature are identified by using two existing literature reviews: one concerning negotiations and one concerning ethics. The gaps in existing literature lead to the need for a number of areas of development: the need for new negotiation models; the need to include ethics in international negotiations; and the need for studies to included negotiation professionals, opposed to students.

Methodology and Method

The method used consists of a single-case study using interviews to gain insight from those responsible for negotiations and ethics at Saab, a Swedish International defence company.

Theoretical Framework

To explore the possibilities of an ethically based negotiation model, two existing models were examined. The first used is the Value-Based Negotiation Model (VBN) by Gan (2017) and establishes a negotiation framework. The second model by Erwin (2010) offers perspectives on the effectiveness of documents used to establish ethical foundations in organizations.

Proposed Research Framework

The research framework that is established is the Sanfran Ethical International Business Negotiations Model. The model incorporates the steps needed for successful integrative negotiations with aspects aimed at increasing ethical collaboration and to reduce the risk of unethical behaviour.

Findings and further research.

The research has fulfilled its two goals by adding to existing literature surrounding negotiations and by developing a conceptual framework to be used in international defence negotiations that uses ethical requirements as a foundation. Implications for theory and practice are discussed and future research directions are offered.

Place, publisher, year, edition, pages
2018. , p. 55
Keywords [en]
International negotiations, SEIB NM, Business ethics, Ethical values, Negotiation models.
National Category
Business Administration
Identifiers
URN: urn:nbn:se:hj:diva-39874ISRN: JU-IHH-FÖA-1-20180689OAI: oai:DiVA.org:hj-39874DiVA, id: diva2:1214063
External cooperation
Saab
Subject / course
JIBS, Business Administration
Supervisors
Examiners
Available from: 2018-06-26 Created: 2018-06-05 Last updated: 2018-06-26Bibliographically approved

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CiteExportLink to record
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Citation style
  • apa
  • harvard1
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  • vancouver
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Language
  • de-DE
  • en-GB
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  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
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