ارزش‌های فرهنگی فردی و سبک‌های مذاکره مطابق هوش فرهنگی

نوع مقاله : پژوهشی

نویسندگان

دانشگاه لرستان

چکیده

نقش پررنگ رویکرد مذاکرات تجاری در پیشبرد اهداف اقتصادی سازمان‌های عصر حاضر موجب گردید تا هدف از انجام این مطالعه، بررسی اثرگذاری ارزش‌های فرهنگی فردی بر سبک‌های مذاکره با نقش میانجی هوش فرهنگی باشد. این مطالعه بر اساس هدف، کاربردی و از منظر روش در حوزه مطالعات توصیفی از نوع پیمایشی و علی قرار دارد. جامعه آماری این مطالعه را کلیه‌ی مدیران مذاکره و قرارداد تجاری شرکت‌های صادراتی اتاق بازرگانی تهران تشکیل داده‌اند که با استفاده از روش نمونه‌گیری غیراحتمالی دردسترس تعداد 96 نفر به عنوان نمونه‌ی پژوهش در نظر گرفته‌ شدند. داده‌های موردنیاز از طریق پرسشنامه بر اساس طیف پنج‌ گزینه‌ای جمع‌آوری گردید. تجزیه‌و‌تحلیل داده‌ها در این مطالعه با استفاده از روش مدلسازی معادلات ساختاری به کمک نرم افزار اسمارت- پی‌ال‌اس انجام گرفت. نتایج نشان می‌دهد که ارزش‌های فرهنگی (به عنوان مثال فاصله قدرت‌، پیشگیری از عدم‌اطمینان‌، جمع‌گرایی و مردخویی) تأثیر مستقیمی در سبک‌های مذاکره و همچنین یک اثر غیرمستقیم دارند که از طریق هوش فرهنگی واسطه می‌شود. این مطالعه اهمیت ارزش‌های فرهنگی و هوش فرهنگی را در سبک‌های مذاکره برجسته کرده و به عملکرد مذاکرات کمک می‌کند.

کلیدواژه‌ها

موضوعات

عنوان مقاله [English]

Individual cultural values and negotiation styles according to cultural intelligence

نویسندگان [English]

  • reza sepahvand
  • saber taghipour
lorestan university
چکیده [English]

The prominent role of commercial negotiation approach in advancing the economic goals of today's organizations has led to the aim of this study to investigate the impact of individual cultural values on negotiation styles with the mediating role of cultural intelligence. Based on the purpose, this study is applied and from the perspective of method in the field of descriptive studies of survey and causal type. The statistical population of this study consisted of all managers of negotiations and commercial contracts of export companies of Tehran Chamber of Commerce, which using non-probabilistic sampling method available to 96 people were considered as the research sample. The required data were collected through a questionnaire based on a five-item Likert scale. Data analysis in this study was performed using structural equation modeling using Smart-PLS software. The results show that cultural values (eg, power gap, uncertainty prevention, collectivism and greed) have a direct impact on negotiation styles as well as an indirect effect mediated by cultural intelligence. This study highlights the importance of cultural values and cultural intelligence in negotiation styles and contributes to the performance of negotiations.

کلیدواژه‌ها [English]

  • Individual Cultural Values
  • Negotiation Styles: Cultural Intelligence
  • Tehran Chamber of Commerce

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فصلنامه مطالعات مدیریت راهبردی
دوره 11، شماره 43
مهر 1399
صفحه 171-186

فایل ها

سابقه مقاله

  • تاریخ دریافت: 16 اردیبهشت 1399
  • تاریخ بازنگری: 28 اردیبهشت 1399
  • تاریخ پذیرش: 11 شهریور 1399

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