Document Type : Excerpt from master's thesis
Authors
1
MSc, Business Management, Strategy Trend, Shiraz Azad University, Faculty of Economics and Management, Shiraz
2
(Author) Masters, Industrial Management, Production Grade, Yazd Azad University, Faculty of Economics and Management, Yazd, Iran
3
MSc, Economics and Planning Development, Isfahan University, Faculty of Economics and Planning
4
PhD Student of Systems Management, Transformation Management Department, Faculty of Strategic Management and Planning, Imam Hussein University, Tehran, Iran
Abstract
The purpose of the present study is to identify and rank negotiate tactics in the Shiraz City Council discourse. The present study seeks to help managers make appropriate decisions to select appropriate tactics in negotiation by using previous research and assisting with the views of experienced negotiations. This study is from the perspective of the applied purpose and for negotiators of survey research. Also, in terms of the nature of the research and in terms of data analysis, which is commonly used by Delphi and hierarchical analysis, it is one of the qualitative and quantitative analysis of the Delphi process and the consensus of the tactics used in the council. . Using the couple's comparison questionnaire, tactics rankings are based on the importance and preference. The results showed that prioritization of tactics in pre -negotiation tactics, information tactics, expectations of expectations, unethical tactics in negotiations, multi -stage tactics, tactics related to concessions, and decision -making, and decision -making It is in the field of emotions
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