The Study of Business Organization Negotiation Key Success Factor at the Operational Level
Keywords:
negotiation, business to business (b2b), businessAbstract
The objectives of this research article are 1) to study the factors affecting the success in negotiations of business organizations, and 2) to present guidelines for negotiations of business organizations at the operational level. The results of negotiations lead to results that the organization is satisfied with. Moreover, failed negotiations may affect the organization's competitiveness. Quantitative study of 214 people using online questionnaires as a tool to collect data from personnel in private business units who have experience in conducting business-to-business negotiations.
The results of the study found that background factors, environment factors, and negotiation process affects the success of the organization's negotiations. In addition, the results of the organization's negotiation success are at a high level and the appropriate business negotiation approach is to have goals or interests that are consistent with those of the negotiating partner, creating a cooperative environment communication and language that is easy to understand Including reliable agreements to ensure effective and successful negotiations.
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