شناسایی و رتبه‎بندی شاخص‎های موفقیت در مذاکره تجاری با روس‎ها

نوع مقاله: مدیریت استراتژیک(استراتژهای منابع انسانی- استراتژی های تولید- استراتژی های سرمایه گذاری- استراتژی های بازار و رقابتی)

نویسندگان

1 استادیار گروه مدیریت، دانشکده علوم اقتصادی و اداری، دانشگاه مازندران، بابلسر، ایران

2 دانشجوی کارشناسی ارشد دانشکده علوم اقتصادی و اداری، دانشگاه مازندران، بابلسر، ایران

10.22080/jem.2019.16445.2906

چکیده

شناخت و به‌کارگیری شاخص‌های موفقیت در مذاکرات، لازمه موفقیت در فرآیند هر مذاکره تجاری بین‌المللی است. هدف از پژوهش حاضر، شناسایی و اولویت‎بندی شاخص‌های موفقیت در فرآیند مذاکرات تجاری بین‌المللی با تجار روسیه از منظر تجار ایرانی می‌باشد. تحقیق با رویکرد ترکیبی و در دو فاز صورت گرفت. در فاز اول با اتخاذ استراتژی تحلیل محتوای کیفی، با استفاده از روش کتابخانه‌ای و مصاحبه با خبرگان به «شناسایی شاخص‌های موفقیت در فرآیند مذاکره تجاری با روس‎ها» مبادرت شد. فاز دوم با رویکردی کمی و اتخاذ روش تصمیم‎گیری چند معیاره بهترین- بدترین (BWM) خطی و جلب نظر خبرگان این حرفه، به اولویت‌بندی این شاخص‎ها منجر گردید. نتایج نشان داد در مرحله‎ی قبل از مذاکره، داشتن مترجم مسلط و قابل‌اعتماد، در مرحله‎ی حین مذاکره و عقد قرارداد، داشتن مشاور حقوقی و در مرحله‎ی پس از مذاکره، پایبندی ما به تعهدات به‌عنوان مهم‌ترین شاخص‎ها برای موفقیت در مذاکره با روس‌ها توسط خبرگان ارزیابی شدند. درنهایت از مجموع 40 شاخص موفقیت شناسایی‌شده، پایبندی ما به تعهدات و گفت‎وگو راجع به میراث فرهنگی روسیه به ترتیب بیشترین و کمترین اهمیت را به خود اختصاص دادند. در خاتمه پیشنهاداتی چند برای تجار و محققین ارائه گردید.

کلیدواژه‌ها


عنوان مقاله [English]

Identification and Prioritizing of Success Indicators in Business Negotiation with the Russians

نویسندگان [English]

  • Morteza Movaghar 1
  • Mohsen Alizade sani 1
  • Abbas Panbekar 2
1 Assistant Professor, Management department, University of Mazandaran, Babolsar, Iran
2 MA student of Management, University of Mazandaran, Babolsar, Iran
چکیده [English]

Identification and implementation of success indicators are essential in every international business negotiation. The purpose of the current study was to explore and prioritize the success factors in a business negotiation with the Russian businessmen according to the view of Iranian businessmen. The research was conducted in two phases. In the first phase, it has implied the qualitative research to discover the factors that lead to success in business negotiations with the Russians. In the second phase which was quantitative research in order to prioritize the success indicators, we have used the multi-criteria linear Best-Worst Method (BWM) as well as experts’ comments in this field. The results have illustrated that in the pre-negotiation phase, it is essential to have an experienced and trusted translator, but within the negotiation phase and for drawing the contract, having a lawyer has more importance. In the post-negotiation phase, commitment to the obligations was the most important success factor. Research has shown that among all the forty success factors; commitment to obligations and talking about the Russian cultural heritage had the highest and lowest importance in the study respectively. Finally, some advice has been mentioned to the negotiators and researchers.

کلیدواژه‌ها [English]

  • Negotiation
  • International Business negotiation
  • Russia
  • Iran
  • Linear Best-worst method
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