IDEAS home Printed from https://ideas.repec.org/a/eee/soceco/v87y2020ics221480431930401x.html
   My bibliography  Save this article

The impact of financial literacy on negotiation behavior

Author

Listed:
  • Krische, Susan
  • Mislin, Alexandra

Abstract

This research investigates the role of financial literacy on initiating and achieving a favorable negotiation outcome in an employment context. With a goal of improving long-term financial well-being, extant research examines whether increasing a person's understanding of basic financial concepts (“financial literacy”) improves his/her financial decision-making. The current research proposes broader effects of financial literacy via negotiation behavior. We follow prior research to measure financial literacy both objectively (as the accurate assessment of basic financial concepts, “financial knowledge”) and subjectively (as confidence in the application of basic financial skills and concepts, “financial confidence”). In a series of studies engaging students from undergraduate business courses and adults recruited from an online crowdsourcing service, this research examines the relationship between these measures of financial literacy and (a) the likelihood of initiating a negotiation and (b) the likely outcome from a negotiation, if initiated. Results suggest that financial confidence impacts participants’ willingness to engage in negotiation, while financial knowledge impacts the level of participants’ first offer. These findings suggest financial literacy has important implications for career advancement and compensation, as well as the successful management of interpersonal communications, even in fields not traditionally thought of as focusing on numerical reasoning skills.

Suggested Citation

  • Krische, Susan & Mislin, Alexandra, 2020. "The impact of financial literacy on negotiation behavior," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 87(C).
    • Handle: RePEc:eee:soceco:v:87:y:2020:i:c:s221480431930401x
    DOI: 10.1016/j.socec.2020.101545
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S221480431930401X
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.socec.2020.101545?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Volkema, Roger J., 2009. "Why Dick and Jane don't ask: Getting past initiation barriers in negotiations," Business Horizons, Elsevier, vol. 52(6), pages 595-604, November.
    2. Daniel Fernandes & John G. Lynch & Richard G. Netemeyer, 2014. "Financial Literacy, Financial Education, and Downstream Financial Behaviors," Management Science, INFORMS, vol. 60(8), pages 1861-1883, August.
    3. Lusardi, Annamaria & Mitchell, Olivia S., 2011. "Financial literacy and retirement planning in the United States," Journal of Pension Economics and Finance, Cambridge University Press, vol. 10(4), pages 509-525, October.
    4. van Rooij, Maarten & Lusardi, Annamaria & Alessie, Rob, 2011. "Financial literacy and stock market participation," Journal of Financial Economics, Elsevier, vol. 101(2), pages 449-472, August.
    5. Annamaria Lusardi & Olivia S. Mitchell, 2008. "Planning and Financial Literacy: How Do Women Fare?," American Economic Review, American Economic Association, vol. 98(2), pages 413-417, May.
    6. Thomas Dohmen & Armin Falk & David Huffman & Uwe Sunde & Jürgen Schupp & Gert G. Wagner, 2011. "Individual Risk Attitudes: Measurement, Determinants, And Behavioral Consequences," Journal of the European Economic Association, European Economic Association, vol. 9(3), pages 522-550, June.
    7. James J. Choi & David Laibson & Brigitte C. Madrian, 2011. "$100 Bills on the Sidewalk: Suboptimal Investment in 401(k) Plans," The Review of Economics and Statistics, MIT Press, vol. 93(3), pages 748-763, August.
    8. Brooks, Alison Wood & Schweitzer, Maurice E., 2011. "Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(1), pages 43-54, May.
    9. Angela Hung & Andrew Parker & Joanne K. Yoong, 2009. "Defining and Measuring Financial Literacy," Working Papers 708, RAND Corporation.
    10. Tang, Ning & Baker, Andrew, 2016. "Self-esteem, financial knowledge and financial behavior," Journal of Economic Psychology, Elsevier, vol. 54(C), pages 164-176.
    11. Angela A. Hung & Andrew M. Parker & Joanne K. Yoong, 2009. "Defining and Measuring Financial Literacy," Working Papers WR-708, RAND Corporation.
    12. Lusardi, Annamaria & Mitchell, Olivia S., 2011. "Financial literacy around the world: an overview," Journal of Pension Economics and Finance, Cambridge University Press, vol. 10(4), pages 497-508, October.
    13. Sam Allgood & William B. Walstad, 2016. "The Effects Of Perceived And Actual Financial Literacy On Financial Behaviors," Economic Inquiry, Western Economic Association International, vol. 54(1), pages 675-697, January.
    14. Susan D. Krische, 2019. "Investment Experience, Financial Literacy, and Investment‐Related Judgments†," Contemporary Accounting Research, John Wiley & Sons, vol. 36(3), pages 1634-1668, September.
    15. Almenberg, Johan & Dreber, Anna, 2015. "Gender, stock market participation and financial literacy," Economics Letters, Elsevier, vol. 137(C), pages 140-142.
    16. Sondra G. Beverly & Marianne A. Hilgert & Jeanne M. Hogarth, 2003. "Household financial management: the connection between knowledge and behavior," Federal Reserve Bulletin, Board of Governors of the Federal Reserve System (U.S.), issue Jul, pages 309-322.
    17. Isaac M. Lipkus & Greg Samsa & Barbara K. Rimer, 2001. "General Performance on a Numeracy Scale among Highly Educated Samples," Medical Decision Making, , vol. 21(1), pages 37-44, February.
    18. Shane Frederick, 2005. "Cognitive Reflection and Decision Making," Journal of Economic Perspectives, American Economic Association, vol. 19(4), pages 25-42, Fall.
    19. repec:cup:judgdm:v:7:y:2012:i:1:p:25-47 is not listed on IDEAS
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Chhatwani, Malvika & Mishra, Sushanta Kumar, 2021. "Financial fragility and financial optimism linkage during COVID-19: Does financial literacy matter?," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 94(C).

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Oscar A. Stolper & Andreas Walter, 2017. "Financial literacy, financial advice, and financial behavior," Journal of Business Economics, Springer, vol. 87(5), pages 581-643, July.
    2. Christina E. Bannier & Dennis Sinzig, 2018. "Finanzwissen und Vorsorgesparverhalten [Financial literacy and savings behavior]," Schmalenbach Journal of Business Research, Springer, vol. 70(3), pages 243-275, August.
    3. Tabea Bucher-Koenen & Annamaria Lusardi & Rob Alessie & Maarten van Rooij, 2017. "How Financially Literate Are Women? An Overview and New Insights," Journal of Consumer Affairs, Wiley Blackwell, vol. 51(2), pages 255-283, July.
    4. Rodrigues, Luís Filipe & Oliveira, Abílio & Rodrigues, Helena & Costa, Carlos J., 2019. "Assessing consumer literacy on financial complex products," Journal of Behavioral and Experimental Finance, Elsevier, vol. 22(C), pages 93-104.
    5. Annamaria Lusardi & Olivia S. Mitchell, 2014. "The Economic Importance of Financial Literacy: Theory and Evidence," Journal of Economic Literature, American Economic Association, vol. 52(1), pages 5-44, March.
    6. Maya Haran Rosen & Orly Sade, 2017. "Does Financial Regulation Unintentionally Ignore Less Privileged Populations? The Investigation of a Regulatory Fintech Advancement, Objective and Subjective Financial Literacy," Bank of Israel Working Papers 2017.10, Bank of Israel.
    7. Elisabeth Beckmann & Sarah Reiter, 2020. "How financially literate is CESEE? Insights from the OeNB Euro Survey," Focus on European Economic Integration, Oesterreichische Nationalbank (Austrian Central Bank), issue Q3/20, pages 36-59.
    8. Muñoz-Murillo, Melisa & Álvarez-Franco, Pilar B. & Restrepo-Tobón, Diego A., 2020. "The role of cognitive abilities on financial literacy: New experimental evidence," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 84(C).
    9. Entorf, Horst & Hou, Jia, 2018. "Financial education for the disadvantaged? A review," SAFE Working Paper Series 205, Leibniz Institute for Financial Research SAFE.
    10. Hanson, Thomas A. & Olson, Peter M., 2018. "Financial literacy and family communication patterns," Journal of Behavioral and Experimental Finance, Elsevier, vol. 19(C), pages 64-71.
    11. Elizabeth Lyon & J. R. Catlin, 2020. "Consumer Misconceptions about Tax Laws: Results from a Survey in the United States," Journal of Consumer Policy, Springer, vol. 43(4), pages 807-828, December.
    12. Rob Ranyard & Simon McNair & Gianni Nicolini & Darren Duxbury, 2020. "An item response theory approach to constructing and evaluating brief and in‐depth financial literacy scales," Journal of Consumer Affairs, Wiley Blackwell, vol. 54(3), pages 1121-1156, September.
    13. Li, Xiao, 2020. "When financial literacy meets textual analysis: A conceptual review," Journal of Behavioral and Experimental Finance, Elsevier, vol. 28(C).
    14. Pallavi Dogra & Arun Kaushal & Rishi Raj Sharma, 2023. "Antecedents of the Youngster’s Awareness About Financial Literacy: A Structure Equation Modelling Approach," Vision, , vol. 27(1), pages 48-62, February.
    15. J. C. Hauff & A. Carlander & T. Gärling & G. Nicolini, 2020. "Retirement Financial Behaviour: How Important Is Being Financially Literate?," Journal of Consumer Policy, Springer, vol. 43(3), pages 543-564, September.
    16. Azra Zaimovic & Anes Torlakovic & Almira Arnaut-Berilo & Tarik Zaimovic & Lejla Dedovic & Minela Nuhic Meskovic, 2023. "Mapping Financial Literacy: A Systematic Literature Review of Determinants and Recent Trends," Sustainability, MDPI, vol. 15(12), pages 1-30, June.
    17. Kadoya, Yoshihiko & Khan, Mostafa Saidur Rahim, 2020. "What determines financial literacy in Japan?," Journal of Pension Economics and Finance, Cambridge University Press, vol. 19(3), pages 353-371, July.
    18. Anderson, Anders & Baker, Forest & Robinson, David T., 2017. "Precautionary savings, retirement planning and misperceptions of financial literacy," Journal of Financial Economics, Elsevier, vol. 126(2), pages 383-398.
    19. Neubert, Milena & Bannier, Christina E., 2016. "Actual and perceived financial sophistication and wealth accumulation: The role of education and gender," VfS Annual Conference 2016 (Augsburg): Demographic Change 145593, Verein für Socialpolitik / German Economic Association.
    20. Bannier, Christina E. & Schwarz, Milena, 2018. "Gender- and education-related effects of financial literacy and confidence on financial wealth," Journal of Economic Psychology, Elsevier, vol. 67(C), pages 66-86.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:soceco:v:87:y:2020:i:c:s221480431930401x. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/inca/620175 .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.