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
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.
关键词：negotiation;social;gender;image;perseverance;perception