Investigating the relationship between negotiation skills of business managers and company sales

Dissertation of Business Management:

Introduction:

The world we live in is witnessing tremendous changes. The speed of these developments is increasing day by day, so that it cannot be compared with the distant past in any way. If we want to be ready to accompany and have the necessary power to keep pace with these developments, we must inevitably create and develop appropriate and necessary information, knowledge, tools and abilities. In the meantime, in addition to technical abilities, the manager must make the need to have skills in communicating effectively with others a requirement of his work, because the manager's job is to achieve and achieve organizational goals. Now, to achieve these organizational goals, he must use communication skills that can penetrate in the way he wants. Every day that passes, all of us as individuals, managers, organizations and companies are in a wider and more complex range of communication with others.

The ability to create effective and efficient communication is considered one of the most important skills required for every manager because the success of a manager depends more on his ability to communicate effectively with others than on his technical abilities. Their communication skills were weak. (Ertel, 1999, 23)

One of the most important communication skills is the skill of negotiation [1], negotiation is the way to influence others in order to exchange thoughts or material objects, negotiation is the most important and common means of communicating between people. And because all the needs, the continuation of life, security, comfort of life, economic prosperity, increasing awareness, raising the standard of living and the most advanced level is to reach an agreement with others to meet their needs.

Relationships exist because of the existence of common goals, and it implies that the means of achieving these goals are shared by the negotiating parties, according to this negotiation process, the buyer and seller face the elements of cooperation and conflict at the same time. Cooperation provides mutual and individual goals while conflict provides a competitive environment for both parties to ensure that the agreement supports their self-interest. (wimsaatt and Gassenheimer, 1996, 21)

To minimize this conflict and to reach compromise solutions, it is useful to use and apply negotiation skills and choose appropriate tactics.

One of the roles of the manager according to Mintz Berg is the role of negotiator. These organizations are one of the skills and techniques of negotiation, which is a very important factor in the success of negotiations and signing contracts, so one of the capabilities of the skills that is necessary for a manager is to learn and acquire negotiation skills.

Definition of the research topic:

In today's world, there are many changes along with the expansion of competition in various fields, especially in markets, marketing from the scope of production, pricing, market identification. and the distribution of goods have gone further and companies are forced to establish contact and communication with potential and actual buyers, due to the change in the marketing concept, which has changed from making profit through increasing sales based on production to making profit through satisfying the needs of buyers based on the buyer and consumer. Whether they like it or not, consumers and buyers who have participated in this opportunity concept have also been given the right to make decisions related to their work. If they participate, the probability of non-agreements will also increase. According to these cases, familiarization of the manager and the marketer with the basic skills of negotiation is of particular importance today. Acquaintance and ultimately mastery of the principles and skills in negotiation equips managers with the ability to negotiate with the negotiating parties in the course of communication with others from the lowest and most basic negotiations to the highest level, i.e. international negotiations, in such a way that the agreement resulting from the negotiations is reasonable, logical and in most cases in their favor.

Therefore, the main problem of the research is defined as follows:

What is the relationship between the negotiation skills of business managers and the sales of tile and ceramic companies?

The history and background of the research topic:

By reviewing the research done inside the country through the study of theses in libraries and document centers and the review of foreign theses that was done through the UMI website, a history of doing a project related to

Only an international research by Ron Andrea, who examined the negotiation skills in sales in 2005, the purpose of this research was to identify solutions for implementing sales negotiations. In this research, 2,000 salespeople from 500 wealthy companies from all industries were examined. Others who have researched about individual differences and motivation in using negotiation skills in 2000.

Importance and necessity of research:

Negotiation is considered one of the most important and most important work of every manager. Every manager, whether he likes it or not, has dealings with subordinates and superiors and all the people who are in contact with the related organization in some way. Rather, when these communications cross the political borders of countries, a more complex relationship arises under the name of foreign relations, which requires this special type of negotiations and extraordinary abilities. This process today proceeds with its own speed, variety and complexity, which is an undeniable and definite fact. Failure to master the above principles will cause that, in addition to individual organizational interests, macro and national interests are also exposed to damage and danger. Therefore, in order to preserve micro and macro interests and to strengthen the negotiation culture, positive and quick action should be taken in this field in a proper manner to create, develop and strengthen this factor. Nevertheless, in Iran, many managers do not know the right way to do the work of negotiation. The scientific aspect of it is that they should learn by having the skill to negotiate without wasting time, energy and resources, they can easily get informed about the points of view and benefit from these negotiations.

One of the necessities of this research is that due to the competitive aspect of companies today, the appointment of managers who can increase the sales of the company is of great importance.

Research objectives:

Negotiation is one of the The daily work of a manager is considered in order to avoid wasting time and to have the result of these negotiations. It would be good if our managers use the knowledge and skill of negotiation to reach the basic results. The main purpose of this research is:

Evaluating the effect of negotiation skills of business managers with the sales of the company in the tile and ceramic industry.

Theoretical framework of the research:

Planning Conducting and analyzing the results of business negotiations are key elements of successful business.

Improving business negotiation skills is a difficult, valuable, and often personally challenging task. It is an extraordinary phenomenon that negotiations can include a wide range of contractual, commercial and financial issues, in many cases negotiations become much more complicated.

The speed of business has increased, putting a lot of pressure on those people who are looking for negotiations who want to get better benefits from negotiations. The application of negotiation skills when done correctly becomes a professional activity. (Ashcroft, 2004, 229)

Most business-to-business sales require negotiation skills. (Katler, 2000, 638)

There are many definitions of negotiation:

Farrington and Waters negotiate:

the process of resolving differences of opinions that arise spontaneously in contractual transactions between the buyer and the seller. In this brief definition of negotiation, it emphasizes the need for the process. (Ashcroft.2004,230)

Fisher and others say that negotiation is an essential tool in getting what you want from others.