The Impact of negotiation elements on marketing requirements for hotel services (An exploratory study of the opinions of a sample of managers of first-class hotels in the city of Najaf)

Abstract

The negotiation management elements  as an independent variable, and the marketing requirements for hotel services dependent on it are among the important topics for the hotel sector, where the study started with a main problem (Negotiation elements have no effect on hotel services marketing requirements), and Sub-questions popped up from it, and the importance of the study shown in that it was modern and exploratory for a sample of first-class hotel managers in the city of Najaf to increase knowledge and enhance its future capabilities.

For purpose of achieving goals, several hypotheses were formulated and tested by a set of statistical Techniques, most notably weighted mean, standard deviation, the relative importance of indicating the severity of answers, Spearman’s rank correlation coefficient, percentages and frequency distribution, using the statistical program (spssv22), The questionnaire was prepared as a main tool in data collection, as well as personal interviews for members of the sample consisting of (60) managers, department heads and divisions in the (5) first-class hotels in the city of Najaf.

Therefore several conclusions and recommendations arranged, the most important of them:

Conclusions: The variable (negotiation management elements) achieved the highest impact value in the marketing of hotel services, and this indicates that the negotiating team was distinguished by the skills, capabiظlities and desire to solve problems and find alternative solutions to achieve the marketing of hotel services by the managements in Najaf.

Recommendations: Finding alternative solutions through the negotiating team's distinguished skills, ability and desire to achieve the negotiating process.