Winning a Negotiation: Do Tourism Entrepreneurs Need Political Skill
عنوان مقاله: Winning a Negotiation: Do Tourism Entrepreneurs Need Political Skill
شناسه ملی مقاله: AAMC12_049
منتشر شده در دوازدهمین کنفرانس بینالمللی آکادمی مدیریت آسیا در سال 1396
شناسه ملی مقاله: AAMC12_049
منتشر شده در دوازدهمین کنفرانس بینالمللی آکادمی مدیریت آسیا در سال 1396
مشخصات نویسندگان مقاله:
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
خلاصه مقاله:
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
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
کلمات کلیدی: Negotiation Outcome, Networking Ability, Interpersonal Influence, Social Astuteness, Apparent Sincerity
صفحه اختصاصی مقاله و دریافت فایل کامل: https://civilica.com/doc/689378/