THE INFLUENCE OF SOCIAL GOALS AND GENDER ON NEGOTIATION

Analele Universităţii Constantin Brâncuşi din Târgu Jiu : Seria Economie

卷:1

DACINIA CRINA PETRESCU¹ 

[1] FACULTY OF BUSINESS, BABES-BOLYAI UNIVERSITY, CLUJ-NAPOCA, ROMANIA;

关键词: negotiation;    social;    gender;    image;    perseverance;    perception;   

DOI  :  

来源: DOAJ

【 摘 要 】

This study presents the results of a survey that tested the influence of gender and type of goal (social vs.pecuniary) on Romanian people’s perceptions regarding perseverance in obtaining what they demanded and risk toproject a negative image by negotiating. It was observed that women were more afraid than men that people wouldjudge them negatively if they negotiated for a personal, pecuniary objective, but not when they followed a social one.Women perceived themselves as pursuing with higher determination their goals when they were driven by a socialmotivation, compared to the perseverance reported by men. Understanding negotiators’ behavior – perceptions,emotions, and actions – is the first and most important step towards success, understood as creation andimplementation of agreements that are efficient, fair, and equitable for all parties.

【 授权许可】

Unknown