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Negotiation strategies used by Chinese peranakan sellers and buyers in Haggling at Chinatown Singapore

Santoso, Teguh (2006) Negotiation strategies used by Chinese peranakan sellers and buyers in Haggling at Chinatown Singapore. Bachelor thesis, Petra Christian University.

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Abstract

This study is a descriptive qualitative study of negotiation tactics used by Chinese peranakan sellers and buyers in haggling at Chinatown Singapore. The data were collected randomly from Chinatown Singapore. This study used Conversation Analysis (Schiffrin, 1989) as the main theory, supported by the Negotiation Tactics (Churcman, 1995), and Code Choice (Holmes, 1992). The data gathered were transcribed and translated to be analyzed using Conversation Analysis. Supporting theories were used for analyzing on the negotiation strategies. I want to know about what kind of Strategies which are employed by Peranakan Chinese in Chinatown Singapore when doing haggling, so the related question is: what are the strategies employed by Peranakan Chinese sellers and buyers in Chinatown Singapore in haggling prices by using conversation analysis. The finding shows that the negotiations had some patterns which identify whether the negotiation will be successful or not. This research shows how buyers and sellers prepare and confront a negotiation with strategies, to haggle the price and settle the negotiation.

Item Type: Thesis (Bachelor)
Uncontrolled Keywords: peranakan, conversation anaysis, code choice, strategy, tactics
Subjects: UNSPECIFIED
Divisions: UNSPECIFIED
Depositing User: Admin
Date Deposited: 23 Mar 2011 18:48
Last Modified: 29 Mar 2011 15:13
URI: http://repository.petra.ac.id/id/eprint/10087

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