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

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.

Creator(s)
  • (11400073) TEGUH SANTOSO
Contributor(s)
  • Esther Kuntjara → Advisor 1
  • SAMUEL GUNAWAN → Examination Committee 1
Publisher
Universitas Kristen Petra; 2006
Language
English
Category
s1 – Undergraduate Thesis
Sub Category
Skripsi/Undergraduate Thesis
Source
Undergraduate Thesis No. 02011511/ING/2006; Teguh Santoso (11400073)
Subject(s)
  • ENGLISH LANGUAGE-SPOKEN ENGLISH
  • LANGUAGE AND LANGUAGES-STUDY AND TEACHING
  • SOCIOLINGUISTICS
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