THE INFLUENCE OF SOCIAL GOALS AND GENDER ON NEGOTIATION

Dacinia Crina Petrescu
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Dacinia Crina Petrescu: FACULTY OF BUSINESS, BABES-BOLYAI UNIVERSITY, CLUJ-NAPOCA, ROMANIA

Annals - Economy Series, 2016, vol. 5, 61-66

Abstract: 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 to project a negative image by negotiating. It was observed that women were more afraid than men that people would judge 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 social motivation, 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 and implementation of agreements that are efficient, fair, and equitable for all parties.

Keywords: negotiation; social; gender; image; perseverance; perception (search for similar items in EconPapers)
Date: 2016
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Citations: View citations in EconPapers (2)

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Persistent link: https://EconPapers.repec.org/RePEc:cbu:jrnlec:y:2016:v:5:p:61-66

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