1. from situational view to institutional view on negotiation
1.1. Why is it important for organization?
1.2. framing negotiation process as institutional
1.2.1. which stages does it have
1.2.2. which features or characteristics does it have?
1.2.3. which factors could influence the negotiation process in the company?
1.2.3.1. external
1.2.3.2. internal
1.3. interview with Mars employees How they interpret the negotiation process ? Does it institutional or situational in Mars ?
1.3.1. What gaps does it have?
2. negotiation process as corporate capability
2.1. how to measure the negotiation performance?
2.1.1. investigating the existing ways of measuring
2.1.1.1. defining KPIs of this process
2.1.2. choosing the most relevant ones
2.1.2.1. defining key KPIs of this process
2.2. Case study with Mars
2.2.1. which goals does the company have?
2.2.2. what tools does the company has for measuring the performance of negotiators ?
2.2.3. What tools should it introduce to be more effective?
3. Estimating the effectiveness of negotiation as corporate capability
3.1. using the defined framework for estimating the negotiation performance to estimate the possible effect on Mars organization
3.1.1. analysing the customers
3.1.1.1. does effective negotiation has positive impact on generation profits for the company?
3.1.2. costs of maintaining negotiation process
3.1.2.1. how much does it cost to maintain negotiation function?