Share
فاعلية فرق التفاوض في اطار العلاقة بين اكتساب المعرفة والاستراتيجيات التفاوضية الملائمة : بحث ميداني لاراء عينة من المفاوضين في الشركة العامة لتجارة السيارات == Effectiveness of The Negotiation Teams In The Framework of The Relationship Between The Knowledge Acquisition And The Appropriate Negotiation Strategies
Author name:
زينب عبيدش جلاب الخفاجي
Supervisor name:
صلاح الدين عواد كريم الكبيسي
General topic:
Administration and Economics
Specific topic:
Business Administration
Degree:
Master
University:
University of Baghdad - Faculty Of Administration And Economics - Department Of Business Administration
Language:
Arabic
University location:
Baghdad
First pages:
07T3689 - p.pdf
Abstract:
تناول البحث متغيرات بالغة الاهمية، ساعيا لاختبار طبيعة العلاقة والتاثير بين اكتساب المعرفة واستراتيجيات التفاوض وانعكاس ذلك على فاعلية فرق التفاوض , ان مكمن الاهمية يظهر في سعي الحكومات والدول المتقدمة التي اخذت تتسابق بشكل محموم ومصيري في استثمار المزيد | The research dealt with very important variables seeking to test the nature of the relationship and impact between the knowledge acquisition and negotiation strategies and their reflection on the effectiveness of the negotiation teams. The importance lies on the governments and developed countries which are racing feverishly and fatally in investing more money and resources to develop their human resources and knowledge. The choice of investment is always considered the winner.Hence, the research's problem is highlighted by raising questions about the essence of what this research addresses such as : What the level of administrations' awareness to mechanisms and sources of knowledge acquisition as well as the negotiation strategies in the General Automobiles & Machinery Company and the relationship of knowledge acquisition and negotiation strategies with the effectiveness of the negotiation teams? Does the impact of the knowledge acquisition increase the effectiveness of the negotiation teams through negotiation strategies in the company which is the research's sample?The research aims firstly to answer those questions through theoretical and conceptual framing their variables and secondly to test relation's samples and the impact on the role of knowledge acquisition in the effectiveness of the negotiation teams through appropriate negotiation strategies as well as what the impact of the knowledge acquisition in the effectiveness of the negotiation teams on the one hand and the impact of negotiation strategies in the effectiveness of negotiation teams on the other hand. There are seven main hypotheses have been presented in this study.For the purpose of achieving the goal of the research and answer the problem questions, the selected sample consisting of (50) negotiators in the General Automobiles & Machinery Company. The researcher adopted (the questionnaire as an essential tool, other than the personal interviews) to collect data and information that have been collected and analyzed by using a number of statistical techniques represented by ( frequencies, percentages, account mean, standard deviation, variation coefficient, and the Pearson correlation coefficient, and simple regression analysis, and track analysis ).The researcher reached to several results : There is a significant correlation between knowledge acquisition and negotiation strategies as well as that there is an increasing influence to gain knowledge in the effectiveness of the negotiation teams through the negotiation strategies mediation. The main recommendations were the General Automobiles & Machinery Company should integrate both the knowledge acquisition and strategy together in order to achieve the effectiveness of the negotiation teams more than if the two variables were used individually.
