| dc.contributor |
Fakultas Ilmu Komunikasi |
|
| dc.creator |
Rachman, Nauval Yanuar |
|
| dc.creator |
Yulianti, Yulianti |
|
| dc.date |
2019-01-25 |
|
| dc.date.accessioned |
2019-09-12T05:43:07Z |
|
| dc.date.available |
2019-09-12T05:43:07Z |
|
| dc.identifier |
http://karyailmiah.unisba.ac.id/index.php/mankom/article/view/14682 |
|
| dc.identifier.uri |
http://hdl.handle.net/123456789/24289 |
|
| dc.description |
Abstract. The current rise of financial companies makes many peoples make it easy to find their services. Negotiation is in reaching a mutual agreement. Indosurya is one of the largest finance companies in Indonesia. The purpose of the research is to find out how the stages of exploration, bidding, bargaining, settlement until endorsement by Indosurya Finance in dealing with the debtor, and to find out the reason for the loan interest in Indosurya Finance can be negotiated. The researcher used a qualitative single case method with an explanatory case study analysis approach through technical triangulation. There are two key informants on the Indosurya Finance internal and one supporting data from the debtor. From the results of the study it is known that (1) the stage of indosurya finance exploration creates a positive climate to create a good first impression, (2) the stage of indosurya finance offering provides understanding of all products to debtors, (3) the indosurya finance bargaining stage behaves assertively and gives the highest bid first (4) completion of indosurya finance looking for win-win solutions, (5) endorsement by indosurya finance is issuing letters of credit, and (6) interest can be offered with terms certain.Keywords: Negotiation Stages, Debtors, Indosurya Finance Abstrak. Maraknya perusahaan finansial saat ini menjadikan banyak kreditur memudahkan pencarian jasa mereka. Negosiasi adalah suatu dalam mencapai kesepakatan bersama. Indosurya salah satu perusahaan finance terbesar di Indonesia. Tujuan penelitian yang dilakukan yaitu untuk mengetahui bagaimana tahap eksplorasi, penawaran, tawar-menawar, penyelesaian hingga pengesahan oleh Indosurya Finance dalam menghadapi pihak debitur, dan untuk mengetahui alasan bunga peminjaman di Indosurya Finance dapat dinegosiasikan. Peneliti menggunakan metode kualitatif single case dengan pendekatan analisis studi kasus explanatoris melalui triangulasi teknik. Terdapat dua orang key informan pada internal Indosurya Finance dan satu data pendukung dari debitur. Dari hasil penelitian diketahui bahwa (1) tahap eksplorasi indosurya finance melakukan pembentukan iklim positif agar tercipta first impression yang baik, (2) tahap penawaran indosurya finance memberikan pemahaman semua produk secara rinci dan komprehensif kepada debitur, (3) tahap tawar-menawar indosurya finance berperilaku asertif dan memberikan penawaran tinggi terebih dahulu (4) penyelesaian indosurya finance mencari win-win solutions, (5) pengesahan yang dilakukan indosurya finance adalah pengeluaran surat kredit, dan (6) bunga dapat ditawarkan dengan syarat-syarat tertentu.Kata Kunci : Tahapan Negosiasi, Debitur, Indosurya Finance |
|
| dc.format |
application/pdf |
|
| dc.language |
eng |
|
| dc.publisher |
Prosiding Manajemen Komunikasi |
|
| dc.publisher |
Prosiding Manajemen Komunikasi |
|
| dc.relation |
http://karyailmiah.unisba.ac.id/index.php/mankom/article/view/14682/pdf |
|
| dc.rights |
Copyright (c) 2019 Prosiding Manajemen Komunikasi |
|
| dc.source |
Prosiding Manajemen Komunikasi; Vol 5, No 1, Prosiding Manajemen Komunikasi (Februari, 2019); 114-122 |
|
| dc.source |
Prosiding Manajemen Komunikasi; Vol 5, No 1, Prosiding Manajemen Komunikasi (Februari, 2019); 114-122 |
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| dc.source |
2460-6537 |
|
| dc.subject |
Manajemen Komunikasi |
|
| dc.subject |
Tahapan Negosiasi, Debitur, Indosurya Finance |
|
| dc.title |
Tahapan Negosiasi dengan Pihak Eksternal |
|
| dc.type |
info:eu-repo/semantics/article |
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| dc.type |
info:eu-repo/semantics/publishedVersion |
|
| dc.type |
Peer-reviewed Article |
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| dc.type |
Kualitatif |
|