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Subjective Influencing Factors of Negotiation in Life Insurance Domain

Author

Listed:
  • Sebastian Madalin Munteanu

    (Bucharest Academy of Economic Studies, Faculty of Management, Department of Management)

  • Ioana Teodorescu

    (Bucharest Academy of Economic Studies, Faculty of Management, Department of Management)

Abstract

The theory of negotiation belongs to several fields, but it has like starting point sociology and social psychology, more precise the segment which studies human behaviour in various social situations and the manner in which people want to be displayed comparing with the others. This paper proposes to develop the subject of negotiation psychology in life insurance domain. To show the close link between psychology and negotiation, in this field, the study reflects the influence of subjective factors in the result of negotiation in a life insurance case study. To cover this broader issue the research contains a practical part which demonstrates the beautiful mixture between two zones of different origins. The analysis is based on the interview of a negotiation and a questionnaire addressed to the implied parts. The field of life insurance is the best example to support the point of view with regard to the influence of subjective factors in the result of a negotiation. The requirement of a life insurance nowadays emerges from the need of humans to be protected from unpleasant events during their life. If a negotiation starts in the middle of a human need, it is clear and obvious that it is related to a strong load of subjectivity.

Suggested Citation

  • Sebastian Madalin Munteanu & Ioana Teodorescu, 2013. "Subjective Influencing Factors of Negotiation in Life Insurance Domain," Romanian Economic Journal, Department of International Business and Economics from the Academy of Economic Studies Bucharest, vol. 16(48), pages 215-240, June.
    • Handle: RePEc:rej:journl:v:16:y:2013:i:47:p:215-240
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    More about this item

    Keywords

    negotiation; subjective factors; influencing factors of negotiation; life insurance; client-agent; insurance domain;
    All these keywords.

    JEL classification:

    • A12 - General Economics and Teaching - - General Economics - - - Relation of Economics to Other Disciplines
    • M1 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration
    • C78 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Bargaining Theory; Matching Theory
    • C83 - Mathematical and Quantitative Methods - - Data Collection and Data Estimation Methodology; Computer Programs - - - Survey Methods; Sampling Methods

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