Winning a Negotiation: Do Tourism Entrepreneurs Need Political Skill
Publish place: دوازدهمین کنفرانس بینالمللی آکادمی مدیریت آسیا
Publish Year: 1396
نوع سند: مقاله کنفرانسی
زبان: English
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شناسه ملی سند علمی:
AAMC12_049
تاریخ نمایه سازی: 22 دی 1396
Abstract:
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
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Authors
Wee Melissa
Faculty of Business and Management, Universiti Teknologi MARA, Malaysia
Noor Hazlina Ahmad
School of Management, Universiti Sains Malaysia, Malaysia
Hasliza Halim
School of Management, Universiti Sains Malaysia, Malaysia