The interrelationship amid characteristics of flexibility and bargaining style with the perceived value gained amongst negotiators in the Hi-Tech business sector.

Efrat, Alon (2021): The interrelationship amid characteristics of flexibility and bargaining style with the perceived value gained amongst negotiators in the Hi-Tech business sector. Published in: Review of Economic and Business Studies , Vol. XIV, No. Issue no. 1 (June 2021)

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.

• Item Type: MPRA Paper
• Language: English
• Keywords: Negotiations, Bargaining, Flexibility, Thomas-Kilmann conflict mode instrument, Subjective value
• Subjects: M - Business Administration and Business Economics ; Marketing ; Accounting ; Personnel Economics > M1 - Business Administration > M10 - General; M - Business Administration and Business Economics ; Marketing ; Accounting ; Personnel Economics > M3 - Marketing and Advertising > M31 - Marketing

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