Strategi Lobi Dan Negosiasi Dalam Membina Hubungan Baik Dengan Klien Pada PT Wijaya Karya Beton Tbk

Abstract

The study aims to determine how the lobby and negotiation strategies in developing good relationship with client on PT Wijaya Karya Beton Tbk, so that the client can establish a good cooperation. The theory used in this study is the theory of Persuasion. This is a qualitative research method. The subject of client research PT Wijaya Karya Beton Tbk. Data collection was acquired through observation, in-depth interviews conducted with the Manager Biro Pemasaran Of WIKA. Data obtained through library research and documentation of the activities of the negotiations. Research shows that lobbying and negotiations strategies used are win-win solutions with networking approach to the same perception by clients and away from the differences that existed lucrative deal. The conclution show that, lobby and negotiations activities have a communication unsure which very important to make a same perception with the client and also to decrase the differences. Related theoretical suggestion is using the Ethos, Logos and Pathos can convince PT Wijaya Karya Beton Tbk client. Related partical suggestion is seeing PT Wijaya Karya Beton Tbk performance could try strategy lobby and negotiations the approach of the cognitive problem, if the more able to persuade the closer to finding target .