文章基本信息

标题：THE INFLUENCE OF SOCIAL GOALS AND GENDER ON NEGOTIATION
本地全文：下载
作者：DACINIA CRINA PETRESCU
期刊名称：Analele Universităţii Constantin Brâncuşi din Târgu Jiu : Seria Economie
印刷版ISSN：1844-7007
出版年度：2016
卷号：1
期号：5
页码：61-66
语种：English
出版社：Academica Brâncuşi
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 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.