INTRODUCTION

Background of the study

Negotiation is a building relationship through agreements refers to a strategic

discussion that resolves an issue in a way that both parties find acceptable. Negotiation involve

two or more parties who come together to reach some end goal through compromise or

resolution that is agreeable to all those who are involved.

Diplomacy is the art of creating and managing relationship among nations and the art,

involves establishing and sustaining positive relationship with foreign government

representatives and non-governmental stakeholder with the aim to build and sustain

legitimacy. The researcher comprise spoken or written communication by representatives of

the Philippines. One of the many diplomacy and negotiation skills are required in business

negotiation, the negotiators need to be able to size each one. The researcher said to capitalize

on the benefits of diplomacy, they also need to be able to present a united front. This advance

work-choosing the right leaders, winning support from the business.

 People tend to pursue deals with the obvious parties. If we’ve sellers they search for a

buyer , if we’re borrower’s they search for lender. But they often overlook many others in the

ecosystem surrounding the negotiation our competitors, suppliers and customer and their

competitor’s suppliers and customer. Negotiators should start developing them well before the

initiation of talks, but the process is dynamic and interactive and should continue until the final

deal is inked and in some cases beyond ( Hughes and Ertel. July- August 2020)

The length of time it takes for negotiation to take place depends on the circumstances.

Negotiation can take a little as a few minutes, or, in complex cases much longer. For example

customer and seller may negotiate for minute or hours for the sale of a clothes. Many people

assume that price and offers are firm and final, but that’s not necessarily true. Cooperative

encounters between business owner’s and diplomats can be used as case studies according to

(Hunges and Ertel / July -August -2020)

The right negotiation skill tips will help other people to achieve better outcomes their

person and professional negotiation. In both integrative negotiation and adversarial bargaining,

the best source of power is the ability and willingness to walk away and take another deal.

Advance work is especially critical when to expect and talk in complex, involving, numerous

issues, multiple parties, and plenty of disagreement. When negotiators work together on a draft

agreement, they literally get in the same page from the start in many instances, this
collaborative process can improve their odds of finding common ground as compared with

simply exchanging a series of proposal across the table ( Shonk, 2023 )

Negotiation and diplomacy is also an important skill when accepting a new job. The

employees first compensation offer according to investopedia.com is often not a company’s

best offer and the employee’s can negotiate different terms such as higher pay. Negotiation is a

very important part of their everyday lives.

The key to this step is to refrain from being argument attire. This can actually take their

away from the point, be sure their ready to comprise if they need advises. After all negotiating

involves a little give and take both sides ( Dhir,2021 )

It has been observed that negotiation and diplomacy are very important to engage and

negotiate in business relationship. This this study undertaken and the researcher to know the

negotiation and diplomacy of business owner’s.

Statement of the problem

This study will investigate the importance of negotiation and diplomacy in running a business
Specially, it will seek to answer the following question

1. Why is negotiation important in dealing business?

2. What are the perspectives of business owner's about having diplomacy in business?

3. How do negotiation and diplomacy help the owner's in running the business?

Theoretical framework

The theory of negotiation are decision analysis, behavioral decision-making, game

theory, and negotiation analysis. Another classification of theories distinguish between

structural analysis, strategic analysis, process analysis, integrative analysis and behavioral

analysis of negotiation. Negotiation is a strategic discussion that resolves an issue an a way that

both parties find acceptable. Individuals should make separate interactive decisions, and

negotiation analysis consider how groups of reasonably bright individuals should and could

make joint, collaborative decision. These theories are interested and should be approached

from the synthesic perspective ( ZSTOR 2009 )

Business diplomacy is a way to constructively engage and negotiate with multiple

business and non-business stakeholders, mitigate geopolitical and commercial risk and

influence actors within the global arena. Despite the vital role, business diplomacy literature is

still lacking empirical research that provides a clear understanding of what it looks like in

practice, and what are it’s core competencies. Using grounded theory, this research-in-progress
will interview your groups of diplomats and representatives from government, non-

governmental organization and business to obtain their perception of business diplomacy to

succeed. The objective are to discover transferable diplomatic skills needed for business

diplomacy to succeed. The objective are to discover transferable diplomatic knowledge and

skills, and to generate a substantive theory of business diplomacy. ( Alammar & Pauleen, 2015 )

According to the theory negotiation and diplomacy is critically important to the

success and, ultimately, to the survival of companies. Consequently, managers need to posses

and constantly improve their negotiating capabilities. Among the most important traits needed

to negotiate successfully are several communication skills for. For example, the most

experience executive and those who are have formal negotiation training recognize a greater

importance to the ability to listen , while wowed give a greater emphasis to non-verbal

communication ( body language, posture, etc.). In addition the negotiation styles ( collaborative

on competitive) and the ethical behavior in negotiation of those surveyed seem to cause

significantly statistical differences concerning the importance they attributes to some of the

referred communication traits. ( Carvalho & Sobral 2008 )

Conceptual Framework
 Figure 1

GUIDE FOR BUSINESS OWNER'S

This figure shows thatNEGOTIATION

Negotiation and Diplomacy are theDIPLOMACY
guide for business owners in

dealing business. The conceptual framework is to inform the business owner's to grow their

knowledge and learnings in running business.

Research Assumption

This study focused on the negotiation and diplomacy a guide for business owner's. The

following statement are the research assumption of the study.

A1. Why is negotiation important in dealing business?

A2. What are the perspectives of business owner's about having diplomacy in business?

A3. How do negotiation and diplomacy help the owner's in running the business?
Significance of the study

The result of the study "Negotiation and Diplomacy: A guide for business owner's"

would give a guidelines to the following group of business owner's.

Negotiation and Diplomacy is a perfect guide in building business, the findings of this

study will aid the needed of the business owner's when running a business such as diploma and

how to negotiate the business. Given that this study focuses on how to negotiate and get a

diploma in business.

The result of this study will help the business owner's by providing their proper

knowledge and understanding when dealing business that occurs in the fields of Negotiation

and Diplomacy, Furthermore, Negotiation and Diplomacy are very important in running

business.

The findings of this study will deepen the researcher's knowledge on what are

negotiation and diplomacy, and it's importance in running a business.

Scope and Limitation

This research will utilize the diplomacy and how to negotiate the business in Purlieu

Bahalinana San Andres Kadingilan Bukidnon. Purlieu Bahalinana is better place for all

customers, but Purlieu Bahalinana experiencing a lot of struggles regardless to their business

because of their location away from many people, and because of ruin road.
Definition of terms

The following terms were defined according to how they are used in this study .

Negotiation refers to strategic discussion that resolves an issue in a way that both parties find

acceptable.

Diplomacy involves establishing and sustaining positive relationships with foreign government

representatives and non-govermental stakeholders with the aim to build and sustain legitimacy.

Guide a person who exhibits and explains point of interest.

Business owner is one person who is in control of the operational and monetary aspects of a

business.

REVIEW RELATED LITERATURE (RRL)

This chapter proffers the review of related literature and studies after the through in-

depth forage done by the researchers. This literature review is taken in the internet and articles

based on the effects of the Negotiation and Diplomacy guide for business owner's

NEGOTIATION
 The word negotiation is derived from two Latin terms, negare otium; they translate

literally as "to deny leisure". In French and Spanish, " deny leisure " becomes

" business ". Yet, while the word is latin derived, the behavior predates that culture by roughly

200,000 years, dating back to ever since Homo sapiens developed as a species. ( Graham &

Lawrence & Requejo, 2021)

Negotiating is a skill that goes hand in hand with the skills you need to become a better

salesperson. You may be tasked with negotiating real estate transaction, conflict resolutions,

sales and purchases of merchandise, and salary discussions. And it's not all about money;

negotiating is also a valuable skill in your personal life. Negotiation skills are life skills, and if you

don't develop these abilities, you'll see a direct impact on both your business and personal life.

(Holmes, 2023)

Negotiation is a formal discussions between people who have different aims or

intentions, especially in business or politics, during which they try to reach a agreement. In any

disagreements, individuals understandably aim to achieve the best possible outcome for their

position (or perhaps an organisation the represent). However the principles or fairness, seeking

mutual benefit and maintaining a relationship are the keys to a successful outvome.

(SkillsYouNeed, 2011-2023)
 The negotiation can be stated as a form of technique that two or more people use to

resolve any kind of conflict. It's a procedure of coming up with a way to deal with interpersonal

conflict. Common negotiation skills can be used in range of scenarios. Many cases require

specific types of negotiation like international relations, workplace issues and interpersonal

relationships. Negotiation needs both offerings as well as receiving one should hope for a

mutually respectful conversation that convinces both sides. Good negotiation is one when one

can make subtle sacrifices whilst offering whatever is significant to the other defendant

regardless of the disparities in party interests. The approach should avoid misunderstanding.

( Economictimes, 2023 )

Negotiation is a discussion to settle disputes and reach agreements in business

between two or more sides. Negotiation is a " given and take " process resulting in a

compromise where each side makes a concession for the benefit of everyone involved.

Regardless of what the business owner's negotiating, being a successful negotiator means

knowing what the customers wants trying to understand the other party's ( or parties ) position

and compromising if necessary. ( Herrity, 2023 )

Negotiation can take place between buyers and sellers, employers and prospective

employees, two or more business owner's, and other parties. Business negotiations involves

two or more parties who come together to reach some end goal that is agreeable to all those

involved. One party will put it's position forward, while the other will either accept the
conditions presented or counter with its own position. The process continues until both parties

agree to resolution or negotiations break off without one. ( Investopedia, 2022 )

Negotiating effectively can give clients, employees and employers a positive impression

rooted in respect in business. By dealing with problems fairly, forming strong bonds with clients

and securing mutually beneficial deals, more people will want to work with the business

negotiator because of its ability and value of insights. ( Scotwork, 2020 )

Every deal with a supplier, or a customer is a negotiation itself. If an employee can learn

how to negotiate the best prices with vendors or customers without being rude and damaging

relationships the company can build long standing ties that are beneficial to everyone. The

Negotiation holds the key to getting ahead in the workplace, resolving conflicts, and creating

value in contracts. ( Harvard, 2021 )

DIPLOMACY

The term Diplomacy is derived via French from the ancient Greek diplōma, composed of

diplo, meaning " folded in two " and the suffix-ma, meaning " an object ". The folded document

conferred a privilege - often a permit to travel-on the bearer, and the term came to denote

documents through which princes granted such favours. It applied to all solemn documents
issued by chancelleries, especially those containing agreements between sovereigns.

( Britannica, 2021 )

Diplomacy is the art and science of maintaining peaceful relationships between nations,

groups, or individuals. Often, diplomacy refers to representatives of different groups discussing

such issues as conflict, trade the environment, technology, or maintaining security

( nationalgeographic , 2021 )

Diplomacy, the established method of influencing the decisions and behaviour of

foreign governments and peoples through dialogue, negotiation, and other measures short of

war or violence. Modern diplomatic practices are a product of the post- Renaissance European

state system. Historically, diplomacy meant the conduct of official usually bilaterall relations

between sovereign states. ( Freeman & Marks , 2023 )

Diplomacy overcomes barriers in particular, business diplomacy is the ability to establish

and maintain positive relationships with multiple stakeholders, locally and globally to shape and

influence the environment and ultimately create a favourable condition for the business and

seize new opportunities. ( Massey, 2017 )

 The business diplomacy is to create and manage efficient networks of information and

influence in the significant global markets that allow the company to influence the policy

environments in their favor and predict future issues. ( Bestdiplomats, 2023 )

Business diplomacy is the adoption of diplomatic techniques and mindsets in businesses. In

particular, it is the capacity to build and maintain strong relationships with several domestic

and influence environment and eventually create a favourable business environment and

exploit new opportunities. ( Ziegler, 2023 )

Business diplomacy provides methods for managing risk (both geopolitical and non-

commercial) based on customary practices, the mindset and attitude of diplomats, and other

factors. Business men and women are the main diplomatic actors/actress fighting for the

company's existence and the board of directors of the corporation also need to have a

diplomatic mindset in the business world. ( Ziegler, 2023 )

Business diplomacy is focused on creating long-term positive relationships with both

business and non-business stakeholders through communication and engagement. It can

enhance business reputation and legitimacy, identify new opportunities, mitigate potential risks

and create new allies from around the world. ( Massey, 2017 )
GUIDE FOR BUSINESS OWNER'S

This guide is meant to help to help the business owners to explore the business ownership

whether is right for customers to explain the steps involved. One of the things many business

owners enjoy is the triumph of getting through the challenges of launching and building a

successful business. ( Businessnewsdaily , 2023 )

Business Negotiation and Diplomacy is a way for business to constructively engage and

negotiate with multiple business and non-business stakeholders, mitigate geopolitical and

commercial risk and influence actors within the global arena, the researcher surveyed, analysed

and synthesized the business negotiation and diplomacy and related literature with the aim of

developing a deeper understanding of business. ( Alammar & Pauleen, 2016 )

In business the ability to establish and maintain the positive relationships with multiple

stakeholders, locally and globally, to shape and influence the environment and ultimately

create a favourable condition for the business and seize new opportunities. Businesses need to

be able to deal with the pressure of multiple stakeholders and special interest groups, this

requires the building of relationships with multiple business and non-business stakeholders not

to sell goods and services, but to seek common ground and to identify alliance and

opportunities. ( Massey, 2017 )

METHODOLOGY
RESEARCH DESIGN

The researcher employed qualitative method in this study. As describe by questionpro

( 2022 ), Qualitative research is a method that has a high importance in business research, it

involves obtaining data through open-ended conversational means of communication. Research

enables the researcher to not only understand what the audience thinks.

SAMPLING DESIGN

The researcher will use purposive design in conducting this research. Purposive sampling,

it refers to judgmental, selective or subjective sampling, is a type of a non-probability sampling

in which the researchers depends on their own judgement when selecting people of the public

to take part in the survey, this study focused on negotiation and diplomacy, guide for business

owner's.

Research locale

This study will be conducted at locate at Purlieu Bahalinana at Purok 5 Antiquera,

Kadingilan Bukidnon. This place is also known as a popular tourist spot under the place of

kadingilan. The respondents will be interviewed in Purlieu Bahalinana. The respondent will

choose to or any comfortable place.

Respondents of the study

The respondent of this study are the owner and staff of Purlieu Bahalinana, the researchers

will choose the respondents by reviewing the capability and knowledge in terms of how to

negotiate business, in order to be reliable and accurate since that the respondents will equip

the prior knowledge and skills on negotiation and diplomacy.

Instrumentation and validation

The researcher will utilize self-made questionaire that consist of three parts, the first will

focus on why is negotiation important in dealing business, second what are the perspectives of

business owner's about having diplomacy in business and the last part how do negotiation and

diplomacy help the owner's in running the business.

Since the questionaire will be self-made it will be subjected to the face and content validity. It

will be shown to the subject teacher in practical research 1 and in research for the comments
and suggestions. After some modification, it will be shown to the advisers for the final approval

and then distributed to the respondents.

Data gathering procedures

The first thing that researcher need to think is about the necessary action such as getting

approval to the adviser of practical research in conducting the study. The teacher should first

give the researchers permission before and start looking for volunteer who are willing to

participate in conducting the interview.

Second, the participants will be chosen based on their availability and willingness to

participate. The researchers will make sure that the people chosen had understanding of the

topic under examination and answered all of the question completely ( cresswell, 2007 )

The researcher will be informed at the study and request signal permission form to obtain

and agreement that they participated fully in research project without being forced.

Third, the study's main objective and the procedure design for data collection will be

explained to the participants.

The fourth, Researchers will ask if they can use video or audio recorder while conducting

an interview. They will welcome the participants and will explain the goal of the study before

starting the interview. Also, the reason they choose to conduct the study. Participant will be

seated In front of the researcher during an interview Twenty-five (25) minutes were provided to

the participant. Researchers will ask several interviews guides questions. The following
interview, they will express their gratitude to the participants for the time and the insightful

information they provided.

Finally, to guarantee the honesty of the responses and preservation of the necessary

material, interviews will be recorded using a video or audio recorder. The recorded video or

audio and transcripts used in this study will be kept secure.

Trustworthiness of the Study

Trustworthiness or rigor of a study refers to the degree of confidence in data,

interpretation, and methods used to ensure the quality of a study Pilot & Beck (2014). In each

study, researchers should establish the protocols and procedures necessary for a study to be

considered worthy of consideration by readers Amankwaa (2016). Lincoln and Guba (1994)

these criteria include credibility, dependability confirmability and transferability will be used.

Credibility of the study, is to ensure that rigor was properly observed during the data

collection. It can also be described as information that can be trusted to be accurate ( Lincoln

and Guba, 1985 ). Following the collection of data, is important to conduct through analysis,

paying close attention to the reliability, validity, trangulation and the researchers credibility.

Iterative questioning is suggested by wadembere (2014), iterative is about using probes

to collect the detailed data the researchers ensure that it was observed during the data

collection especially during the interviews, where in the researchers avoided drawing
conclusion from the interviews but based everything on factual data directly from the

participants. As recommended by Wadembere (2014).

Analysis of Data

The data in this qualitative study will be evaluated, researchers will secure all of the

information that will be gathered through interviews. The acquired data will be examine,

synthesized and documented to retain careful and detailed information. Analysis will go under

the official period data collection was over.

All of the information that will be gathered it includes the responses provided by the

research participants. To maintain the secrecy of participants it will code as IDI-01 to IDI-10 for

in-depth interview (IDI). As a result, the findings will be recorded according with the study's

questions. Because it was portrayed on the transcript. The transcription process will aid the

researchers by developing comprehension of the obtained information.

A thematic which allowed to automatically find sort of surveys responses by customized

themes that were significant to the description of the phenomenon and were connected to the

research topic will patterned across data sets. The ability to see how customer's feeling about

the business, the products and buying experience impacted the bottom line ( hotjar Ltd, 2014-

2023 ).

Followed by a careful investigation, statements that relevant to the topic that will be

divided. In business often perform a qualitative data analysis on the customers feedback.
Participant's responses will categorized into broad themes that highlighted the phenomenons

many facets. Major important ideas we're retrieved will be also discussed and supported by

relevant reference.

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