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Strategic Adaptability in Negotiations, Linked to Negotiation Result, Gender, Negotiation Environment, and Culture

Haas, M.V. (2022) Strategic Adaptability in Negotiations, Linked to Negotiation Result, Gender, Negotiation Environment, and Culture.

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Abstract:This study explores what link can be established between strategic adaptability, (economic) negotiation outcome, gender, and culture in an online face-to-face setting. Little is known about strategic adaptability and commercial negotiations. Also, does being strategically adaptable lead to better (economic) outcomes such as higher individual results or reaching a Pareto Efficient deal. For centuries, men have dominated the distributive parts of negotiation and negotiation research. Though newer research shows that this is less likely in online negotiations and that women are more claiming than they are in person. Lastly, globalization has made it easier to connect with different cultures. This entails also being confronted with different negotiation behavior.
Item Type:Essay (Master)
Faculty:BMS: Behavioural, Management and Social Sciences
Subject:85 business administration, organizational science
Programme:Business Administration MSc (60644)
Link to this item:https://purl.utwente.nl/essays/92239
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