NEGOTIATING PECUNIARY GAINS AND ENVIRONMENT PROTECTION

Dacinia Crina Petrescu ()
Additional contact information
Dacinia Crina Petrescu: Faculty of Business, Babes-Bolyai University of Cluj-Napoca, Romania

The USV Annals of Economics and Public Administration, 2016, vol. 16, issue 2(24), 94-99

Abstract: The initiation and development of the negotiation process is the result of the interaction between stimulating and hindering factors, among which there are perceived winning chances and perceived risk of projecting a negative image of himself/ herself. The objectives of the research were to observe the strength of people’s perception regarding these two variables and if they were influenced by the negotiation objective: a pecuniary one vs. an environmental one (both involving self-advocacy: aiming at personal benefits). From the point of view of the analyzed variables, people are good negotiators – they have high trust in winning chances and low fear of negative image, but they do not hold strong environmental concerns. The perceived winning chances were significantly higher (p 0.05).

Date: 2016
References: Add references at CitEc
Citations:

Downloads: (external link)
http://www.seap.usv.ro/annals/arhiva/USVAEPA_VOL.1 ... 4),2016_fulltext.pdf (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:scm:usvaep:v:16:y:2016:i:2(24):p:94-99

Access Statistics for this article

The USV Annals of Economics and Public Administration is currently edited by Editura Universitatii Stefan cel Mare din Suceava

More articles in The USV Annals of Economics and Public Administration from Stefan cel Mare University of Suceava, Romania, Faculty of Economics and Public Administration Contact information at EDIRC.
Bibliographic data for series maintained by Liviu Scutariu ().