Mer nöjd med mindre lön: en studie i relationsfokuserad förhandlingsstrategi
(2013) PSYK01 20122Department 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)
Please use this url to cite or link to this publication:
http://lup.lub.lu.se/student-papers/record/3516185
- author
- Naeser, Jessica LU and Bendt, Rikard LU
- supervisor
-
- Una Tellhed LU
- organization
- alternative title
- Happier with less
- course
- PSYK01 20122
- year
- 2013
- 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}},
language = {{swe}},
note = {{Student Paper}},
title = {{Mer nöjd med mindre lön: en studie i relationsfokuserad förhandlingsstrategi}},
year = {{2013}},
}