Winning a Negotiation: Do Tourism Entrepreneurs Need Political Skill

This paper investigates the effects of political skill among tourism entrepreneurs towards a winning negotiation outcome. Although previous studies have focused on the objective measurement, this study utterly depicts the subjective value of negotiation outcome which benefits a favorable and lasting relationship among the parties involved.A total sample of 123 tourism owners/managers in Malaysia participated in the questionnaire study and the sample was derived from the SME Corporation list of directories. The study applies the partial least square approach in testing the hypothesis and revealed the dimensions of political skill which are networking ability, social astuteness, andapparent sincerity positively affect the entrepreneurs’ negotiation outcome. The only interpersonal influence was found not to have any effect towards such skill

Keywords:

Negotiation Outcome , Networking Ability , Interpersonal Influence , Social Astuteness , Apparent Sincerity