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Important Negotiation Behaviours in Entrepreneurs’ New Product Launching Stage During Post-Covid-19 Era

In: Business Innovation for the Post-pandemic Era in Vietnam

Author

Listed:
  • Nhat Minh Nguyen

    (RMIT University)

  • Nhan Truong Thanh Dang

    (Banking University)

  • Hiep Cong Pham

    (RMIT University)

Abstract

Entrepreneurs’ product launching stage is subject to various difficulties related to the decline in market demand, inflation, and changes in customers' consumption habits in the post-Covid-19 period. Negotiation is a significant phase that entrepreneurs have to go through to launch their products. However, there is still limited research, if any, which focuses on negotiation behaviours of entrepreneurs within the new product launching stage in the Vietnamese context under Covid-19’s impacts. The aim of this study is to investigate the significance of negotiation and identify the importance of negotiation behaviours. This study employed a series of semi-structured interviews with Vietnamese entrepreneurs from various industries. The research findings revealed five key behaviours, including concern for one's own outcome, concern for others' outcomes, relationship-building, emotional expression, and risk-taking, that have a significant impact on the negotiation outcomes of an innovative entrepreneur in the launch stage. This study reinforces the importance of showing concern on the negotiating parties’ benefits and being proactive in building relationships to generate customers’ sympathy and trust and achieve a mutual agreement.

Suggested Citation

  • Nhat Minh Nguyen & Nhan Truong Thanh Dang & Hiep Cong Pham, 2023. "Important Negotiation Behaviours in Entrepreneurs’ New Product Launching Stage During Post-Covid-19 Era," Springer Books, in: Nguyen Hoang Thuan & Hung Nguyen & Hiep Cong Pham & Alrence Halibas (ed.), Business Innovation for the Post-pandemic Era in Vietnam, pages 13-23, Springer.
    • Handle: RePEc:spr:sprchp:978-981-99-1545-3_2
    DOI: 10.1007/978-981-99-1545-3_2
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