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The Influence Of Social Goals And Gender On Negotiation

Author

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  • DACINIA CRINA PETRESCU

    (FACULTY OF BUSINESS, BABES-BOLYAI UNIVERSITY, CLUJ-NAPOCA, ROMANIA)

Abstract

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.

Suggested Citation

  • Dacinia Crina Petrescu, 2016. "The Influence Of Social Goals And Gender On Negotiation," Annals - Economy Series, Constantin Brancusi University, Faculty of Economics, vol. 5, pages 61-66, October.
    • Handle: RePEc:cbu:jrnlec:y:2016:v:5:p:61-66
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    References listed on IDEAS

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    1. Bowles, Hannah Riley & Babcock, Linda & Lai, Lei, 2007. "Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask," Organizational Behavior and Human Decision Processes, Elsevier, vol. 103(1), pages 84-103, May.
    2. Kray, Laura J. & Kennedy, Jessica A. & Van Zant, Alex B., 2014. "Not competent enough to know the difference? Gender stereotypes about women’s ease of being misled predict negotiator deception," Organizational Behavior and Human Decision Processes, Elsevier, vol. 125(2), pages 61-72.
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    Cited by:

    1. Alina-Georgiana Motoi & Aurelia Dumitru, 2016. "The General Framework Of Accounting Within The Projects Financed From Structural Funds," Social Sciences and Education Research Review, Department of Communication, Journalism and Education Sciences, University of Craiova, vol. 3(2), pages 55-70, December.
    2. Stefan Vladutescu & Dan Valeriu Voinea, 2016. "How The Message Becomes Part Of The Communication Process," Social Sciences and Education Research Review, Department of Communication, Journalism and Education Sciences, University of Craiova, vol. 3(2), pages 131-136, December.

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