سال انتشار: ۱۳۸۷

محل انتشار: سومین کنفرانس بین المللی مدیریت بازاریابی

تعداد صفحات: ۱۵

نویسنده(ها):

Mohamad Ali Shafia PhD – Industrial Engineering Department of Iran University of Science and Technology
Maedeh Mazinani – Executive Master of Business Administration, Iran University of Science and Technology

چکیده:

The paper presents the result of a survey considering the importance of exploration of the negotiator’s behavior, to achieve effective guidelines for the managers. It investigates negotiator’s expectation level of the outcome & the effects of high aspiration level and bottom line in negotiation process. It also looks at the results in a condition in which both negotiators are at high level of expectation. A field study is focused on 20 negotiating couples, regarding the extension of sell and buy negotiation concentrating on the importance of price in most negotiations. The study focuses on the registration and result gaining of statistics society negotiation along with the confidential scenarios.
In addition to illustrating the positive relation between the negotiator’s high aspiration level to the negotiating results, it refers to evidences which have more pronounced effect to the high level of negotiator’s aspiration to the revealed outcome in comparison with the bottom line expectation level on granted results. There are no evidences in study results that indicate a negotiator with higher aspiration