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Electronic Salary Negotiations : the Influence of Gender and Emotional Intelligence on Negotiation Behaviour and Social Preservation Behaviour

Willemsen, C.J. (2020) Electronic Salary Negotiations : the Influence of Gender and Emotional Intelligence on Negotiation Behaviour and Social Preservation Behaviour.

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Abstract:The effect of emotional intelligence on negotiation behaviour in electronic salary negotiations has received little attention. Similarly, the effects of gender on negotiation and social preservation behaviours in electronic negotiations has been under-researched, despite promising implications in several studies. This research aims to gain more insight into whether an individual’s gender and level of EI affect their negotiation and social preservation behaviour during electronic salary negotiations conducted via e-mail. Qualitative data in the form of e-mail transcripts of a negotiation case and a questionnaire with open-ended questions was collected. Participant’s level of EI was measured using the WLEIS-measure. The results show that level of EI and gender indeed influence negotiation and social preservation behaviour. A higher level of EI indicates more distributive negotiation behaviours in both genders. Furthermore, female negotiators are more sensitive to negative social consequences as a result of their negotiation behaviour. Most interestingly, electronic negotiation lead female negotiators to be less susceptible to gender role stereotypes, which improves their negotiation behaviour and ability to claim value for themselves. To conclude, future research is required to gain more insights into differences between face-to-face and electronic negotiations, and the effects of electronic negotiations on the negotiation behaviour of women.
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:70 social sciences in general, 85 business administration, organizational science
Programme:Business Administration MSc (60644)
Link to this item:http://purl.utwente.nl/essays/85428
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