The interrelationship amid characteristics of flexibility and bargaining style with the perceived value gained amongst negotiators in the Hi-Tech business sector

Alon Efrat

MPRA Paper from University Library of Munich, Germany

Abstract: In today's business market, a modern negotiator needs to change or persist in behavior according to changing internal and external circumstances. This study explores how flexibility and bargaining style influence the social-psychological outcomes valued subjectively as consequences of negotiations from the high-tech sector. 39 respondents from the High-tech arena who by virtue of their position have access to customers or suppliers took part in this study. Quantitative analysis was used to perform hypothesis testing, by using a four-chapter closed structured questionnaire data collected as an instrument. Fndings show that those with a positive perception of change tend to perceive high subjective value. The collaborative and compromising styles appear to have a strong moderating effect on the connections between Psychological Flexibility and Subjective Value Inventory. Those with a collaborative and compromising approach to negotiation tend to combine elements of flexibility to achieve higher subjective value from the negotiating process and outcome.

Keywords: Negotiations; Bargaining; Flexibility; Thomas-Kilmann conflict mode instrument; Subjective value (search for similar items in EconPapers)
JEL-codes: M10 M31 (search for similar items in EconPapers)
Date: 2021
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Persistent link: https://EconPapers.repec.org/RePEc:pra:mprapa:118537

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