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Informative Article | Psychology Science | Congo | Volume 7 Issue 4, April 2018

Strategies of Commercial Negotiation of Fish Resellers at Njanja Market in Lubumbashi

Kalumba Kawaya Daniel Floribert ^[2] | Mwilambwe Twite Makonga Felicien ^[2] | Moke Kalenge Eric ^[4]

Abstract: The research examines the strategies of commercial negotiation of fish middlemen at Njanja market in Lubumbashi. Fifty fish middlemen constitute the sample of this research. These negotiation strategies used by the middlemen were apprehended by a questionnaire of semi-opened questions elaborated to this aim and then the given were analysed thanks to the analysis of content and the chi-carr statistic test. The results show that the strategies lead the middlemen to reach their aim. That is to buy the large amounts of good fish to less cost. In this way, the fish middlemen are asked to tum to same strategies at the time of commercial negotiation among them and the fish wholesalers, as this lead them to the satisfaction and to friendly separation with their protagonists.

Keywords: strategy, commercial negotiation, Middlemen

Edition: Volume 7 Issue 4, April 2018,

Pages: 1319 - 1323