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Anca Maria Clipa and Sorina Postolea
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Anca Maria Clipa: Alexandru Ioan Cuza University of Iasi, Romania
Sorina Postolea: Alexandru Ioan Cuza University of Iasi, Romania

SEA - Practical Application of Science, 2017, issue 15, 321-329

Abstract: When negotiating, people have economic as well noneconomic, subjective concerns. This study is an exploratory investigation into the objective and subjective factors influencing employment contract negotiations and the willingness to interact in future business negotiations in the case of Romanian IT employees and recruiters. The study draws on qualitative data collection and analysis methods, i.e. semi-structured interviews with 10 participants, projective techniques and content analysis. At the time, 5 of the participants held recruitment and contracting HR roles, and 5 were working as employees (programmers, business analysts, IT project managers). They all had a recent working contract negotiation experience (less than one year ago) in the IT industry. Using the principles of corpus linguistics and the methods specific to discourse and critical discourse analysis, our study highlights some of the factors taken into account by Romanian IT employees and recruiters in employment contract negotiations.

Keywords: Working contract negotiation; Negotiation; Corpus linguistics; Willingness to negotiate; Subjective value in negotiation (search for similar items in EconPapers)
JEL-codes: M55 (search for similar items in EconPapers)
Date: 2017
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