Exploring the potential impact of behaviour analysis (BA) in automobile sales negotiations may help car sale negotiators in various contexts improve the accuracy in obtaining information which can help them make good decisions during the negotiation process and automatically determining an improvement in the negotiation performance and outcome.
The study will try to identify whether or not there are links between BA skills (SCAnR, FACS, Emotional Intelligence (EI), meditation) and decision-making that could lead to a successful automobile sale negotiation.
It aims to indicate what are (if any) benefits of understanding the behaviour of people during automobile sale negotiation interactions. The project uses as method a combination of a critical literature review and qualitative data analysis.
It explores the findings of the literature review to validate or invalidate whether there is a connection between BA competences and improved negotiation performance and outcomes and serves to teach car negotiators how to reach a higher value of contracts, brand image, and prosperous collaboration in automobile sales negotiation regardless of the negotiation context.
The results indicate that there is support for the belief that there is a connection between BA knowledge/skills and improved negotiation performance and outcomes; a BA program based on SCAnR, FACS, EI competences, and mindfulness could teach negotiators how to observe the behaviour of their counterparts in order to make beneficial decisions for both parts; sale negotiators can develop personal negotiation tactics so that they can use their best traits for their advantage; emotional intelligence in negotiation directly impacts the information acquired by negotiators, their decision making, and strategical responses in given contexts; mindfulness helps reduce the chance of conflicts between negotiators and prepare the intellect to make better decisions.
These findings may impact future research in the BA and sale negotiation fields.
