نوع مقاله : مقالات

نویسندگان

1 دانشگاه آزاد اسلامی واحد شاهرود

2 دانشگاه امام رضا (ع)

3 عضو هیات علمی

چکیده

در مورد اهمیت مذاکره در امور مختلفِ مدیریتی تحقیقات متعدد و متنوعی انجام شده است؛ اما به نظر می‌رسد مشکلی که مدیرانِ امروزی با آن دست‌به‌گریبان هستند ناشی از عدم شناخت مذاکره یا ندانستن ماهیت آن نیست بلکه از شیوه به‌کارگیری آن ناشی می‌شود. هدف اصلی مقاله پیش رو این است که ادراک مدیران از مذاکرات حضوری بین سازمانی چیست و این مسئله چه تأثیری بر ارتباطات بین فردی آن‌ها دارد. روش تحقیق پژوهش پیش رو، پدیدارنگاری بوده و روش گردآوری داده‌ها مبتنی بر استفاده از منابع کتابخانه‌ای و روش میدانی است. برای تحلیل داده‌ها از انواع شیوه‌ها استفاده شده که در سه مرحله کدگذاری، تعیین طبقات توصیفی و شکل دادن فضای خروجی به کار گرفته شده‌اند. جامعه آماری تحقیق حاضر، مدیران بازاریابی خبره در کارخانجات تولیدی شهرک صنعتی توس شهر مشهد بوده و از روش نمونه‌گیری غیر احتمالی هدفمند استفاده شده است. مشارکت‌کنندگان پژوهش ۶۳ نفر بوده‌اند. برای تشکیل فضای نتیجه، روش سلسله مراتبی به کار گرفته شد و طبقات وصفی شش‌گانه که هر یک نشان‌دهنده مفهوم خاصی از پدیده مذاکره در ارتباطات سازمانی بود به ترتیب پیچیدگی مرتب و به یکدیگر مرتبط گردید.

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