Faktor-Faktor yang Mempengaruhi Hasil Negosiasi Wirausaha Mahasiswa Fakultas Ekonomi dan Manajemen, Institut Pertanian Bogor

Abstract

ABSTRACT Faculty of Economics and Management of Bogor Agricultural University (FEM-IPB) carries a mission to foster innovation and provide entrepreneurship learning for the faculty members. Students of FEM-IPB are encouraged to practice their entrepreneurial skills in various activities. For example, involvement of students in ‘Program Kreativitas Mahasiswa-Kewirausahaan' (PKM-K), which allow them to run their own businesses. The program requires some skills, as students have to manage their resources for study and runs the business. The success of students in their activities heavily relies on certain soft-skills that they own. Negotiation ability is considered an important skill that should be mastered by the students whose acting as entrepreneurs. The aim of this study is to identify the characteristics of individual and the affect toward the negotiation outcome of entrepreneurial students at FEM-IPB. Questionnaires were used to collect data from 68 entrepreneurial students at undergraduate level at FEM-IPB who follows PKM-K activities. The data was analyzed using Partial Least Square (PLS). The result shows that characteristics of individual that affect negotiation style are maintainable negotiation and earnings. The negotiation style are collaborating, competing and compromising, while the outcome of negotiation is problem solving and relationship maintained. Likewise, there is a positive influence of negotiation style toward negotiation outcome, this is indicated by a higher value of negotiation style causes high value of negotiation outcome. In addition, there is also a positive influence of internal and external characteristics toward the negotiation style, where the negotiation style followed by higher value of negotiation style.