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The influence of variable pay on integrative negotiation behaviour: A multiple case study

Ostroga, Dawid (2019) The influence of variable pay on integrative negotiation behaviour: A multiple case study.

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Abstract:The way of doing business has various approaches. It can be a zero-sum game, or one where both parties win. This latter, integrative approach is important to succeed in the professional environment. Therefore this study aims to provides insights as to whether this behaviour can be promoted and incentivized via the usage of variable pay. To find this out a multiple case study of Dutch companies was done. Via interviews and a qualitative approach insights were gathered of both fixed income and variable groups. One of the findings is that both groups put high emphasis on asking the right questions from the counterparty to understand what it exactly is what they need.. Furthermore both groups in the sample strived cooperate with the counterparty, therefore no direct influences has been found by variable pay. Only that fixed income provides less stress and more stability. Limitations of this study include a limited sample size, and the reliance on interview responses for the results. In practice this can imply that it might be worth considering to switch from variable pay to non-variably pay in regard to negotiation behaviour.
Item Type:Essay (Bachelor)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:83 economics, 85 business administration, organizational science
Programme:International Business Administration BSc (50952)
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