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Mer nöjd med mindre lön: en studie i relationsfokuserad förhandlingsstrategi

Naeser, Jessica LU and Bendt, Rikard LU (2013) PSYK01 20122
Department of Psychology
Abstract (Swedish)
Syftet med denna studie var att se om man kan påverka individers upplevelser av en förhandling med hjälp av kunskap om Fisher & Shapiros (2005) fem kärnpunkter. Kärnpunkternas mål är att generera positiva känslor och bevara goda relationer i en förhandling. Deltagarna var med om ett experiment där hälften av deltagarna fick undervisning i kärnpunkterna och hälften inte. Därefter deltog samtliga deltagare i en fiktiv löneförhandling och skattade sedan sina upplevelser och känslor av 1) förhandlingsprocessen, 2) relationen till förhandlingsparten, 3) sig själva och sin egen roll och slutligen 4) av det faktiska resultatet. Undersökningsgruppen bestod i huvudsak av anställda från olika företag i Sverige. Vi har i vår studie funnit stöd för... (More)
Syftet med denna studie var att se om man kan påverka individers upplevelser av en förhandling med hjälp av kunskap om Fisher & Shapiros (2005) fem kärnpunkter. Kärnpunkternas mål är att generera positiva känslor och bevara goda relationer i en förhandling. Deltagarna var med om ett experiment där hälften av deltagarna fick undervisning i kärnpunkterna och hälften inte. Därefter deltog samtliga deltagare i en fiktiv löneförhandling och skattade sedan sina upplevelser och känslor av 1) förhandlingsprocessen, 2) relationen till förhandlingsparten, 3) sig själva och sin egen roll och slutligen 4) av det faktiska resultatet. Undersökningsgruppen bestod i huvudsak av anställda från olika företag i Sverige. Vi har i vår studie funnit stöd för att deltagarna som fick undervisningen var mer nöjda med förhandlingen än de deltagare som inte fått undervisningen. Resultatet visade att deltagarna som fick undervisning var signifikant mer nöjda med sig själva och sin egen prestation, samt mer nöjda med relationen till motparten och med förhandlingen som helhet, jämfört med deltagarna som inte fått undervisning. (Less)
Abstract
The purpose of this study was to examine whether we could affect individual’s experiences of a negotiation by teaching them about Fisher & Shapiro’s five core concerns of negotiation (Fisher & Shapiro 2005). The core concerns aim to generate positive emotions and maintain good relationship within negotiations. The participants took part in an experiment in which half of them received education about the five core concerns and half of them did not. They all participated in a fictional salary negotiation and then rated their experiences and emotions concerning 1) the negotiation process, 2) the relation to their negotiating partner, 3) themselves and their own role and finally 4) the actual negotiation outcome. The participants consisted... (More)
The purpose of this study was to examine whether we could affect individual’s experiences of a negotiation by teaching them about Fisher & Shapiro’s five core concerns of negotiation (Fisher & Shapiro 2005). The core concerns aim to generate positive emotions and maintain good relationship within negotiations. The participants took part in an experiment in which half of them received education about the five core concerns and half of them did not. They all participated in a fictional salary negotiation and then rated their experiences and emotions concerning 1) the negotiation process, 2) the relation to their negotiating partner, 3) themselves and their own role and finally 4) the actual negotiation outcome. The participants consisted mainly of employees from various companies in Sweden. In our study, we found that the educated participants’ satisfaction, concerning the negotiation, increased compared to the non-educated participants. The results reveal that those given education were significantly happier with themselves and their negotiation performance, more happy with their relationship to the counterpart and with the negotiation as a whole, compared to the non-educated. (Less)
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author
Naeser, Jessica LU and Bendt, Rikard LU
supervisor
organization
alternative title
Happier with less
course
PSYK01 20122
year
type
M2 - Bachelor Degree
subject
keywords
Outcome, Relations, Emotions, Negotiation, Själv, Resultat, Relationer, Förhandling, Känslor, Self
language
Swedish
id
3516185
date added to LUP
2013-03-04 14:25:46
date last changed
2013-03-04 14:25:46
@misc{3516185,
  abstract     = {The purpose of this study was to examine whether we could affect individual’s experiences of a negotiation by teaching them about Fisher & Shapiro’s five core concerns of negotiation (Fisher & Shapiro 2005). The core concerns aim to generate positive emotions and maintain good relationship within negotiations. The participants took part in an experiment in which half of them received education about the five core concerns and half of them did not. They all participated in a fictional salary negotiation and then rated their experiences and emotions concerning 1) the negotiation process, 2) the relation to their negotiating partner, 3) themselves and their own role and finally 4) the actual negotiation outcome. The participants consisted mainly of employees from various companies in Sweden. In our study, we found that the educated participants’ satisfaction, concerning the negotiation, increased compared to the non-educated participants. The results reveal that those given education were significantly happier with themselves and their negotiation performance, more happy with their relationship to the counterpart and with the negotiation as a whole, compared to the non-educated.},
  author       = {Naeser, Jessica and Bendt, Rikard},
  keyword      = {Outcome,Relations,Emotions,Negotiation,Själv,Resultat,Relationer,Förhandling,Känslor,Self},
  language     = {swe},
  note         = {Student Paper},
  title        = {Mer nöjd med mindre lön: en studie i relationsfokuserad förhandlingsstrategi},
  year         = {2013},
}