Document Type : Original Article
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Abstract
Introduction: Management is considered as one of the most important factors in growth, survival, and development of organizations. Managers play different roles in an organization, one of the most important of which being negotiation. The present study aimed to determine the relationship between negotiation styles and demographic and occupational variables in executive managers at Shiraz health centers.
Methods: This cross-sectional study was conducted on 40 executive managers at the health centers of Shiraz University of Medical Sciences. The data were collected using Pireh skill and negotiation questionnaire. Then, the data were entered into the SPSS statistical software (v. 16) and analyzed by t-test and Pearson correlation coefficient.
Results: The mean scores of realism, normative, analytical, and intuitive subscales were 33.05, 30.52, 32.50, and 29.90, respectively. The results revealed a significant association between the managers' negotiation style and management experience (P=0.039).
Conclusion: Realistic people are more successful in their negotiations. Considering the fact that managers with more managerial experience are more skilful in negotiation, it is necessary to involve them more in organizational negotiations. Furthermore, the results of this study showed no relationship between the managers' age and negotiating styles. Therefore, experienced young managers are recommended to be involved in organizational negotiations.
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