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The Interrelationship Amid Characteristics Of Flexibility And Bargaining Style With The Perceived Value Gained Amongst Negotiators In The Hi-Tech Business Sector Alon Efrat

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  • ALON EFRAT

    (Doctoral School of Economics and Business Administration, "Alexandru Ioan Cuza" University of Iasi, Romania)

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.

Suggested Citation

  • Alon Efrat, 2021. "The Interrelationship Amid Characteristics Of Flexibility And Bargaining Style With The Perceived Value Gained Amongst Negotiators In The Hi-Tech Business Sector Alon Efrat," Review of Economic and Business Studies, Alexandru Ioan Cuza University, Faculty of Economics and Business Administration, issue 27, pages 55-73, June.
    • Handle: RePEc:aic:revebs:y:2021:j:27:efrata
    DOI: 10.47743/rebs-2021-1-0003
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    References listed on IDEAS

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    More about this item

    Keywords

    Negotiations; Bargaining; Flexibility; Thomas-Kilmann conflict mode instrument; Subjective value;
    All these keywords.

    JEL classification:

    • M41 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Accounting - - - Accounting
    • M48 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Accounting - - - Government Policy and Regulation

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