Age, Education, Experience and Negotiation Orientation

13 Pages Posted: 6 Dec 2016

See all articles by Basu Sharma

Basu Sharma

University of New Brunswick - Fredericton - Faculty of Business

Date Written: December 3, 2016

Abstract

This paper reports multinomial logit regression results obtained from analysis of a set of survey data collected in the Port of Spain, Trinidad & Tobago, as part of a cross-cultural negotiation research project. The findings of the study support the hypotheses that age, education and experience, among other variables, are statistically significant variables for increasing the probability in respect to changing negotiation orientation from a competitive to win-win one.

Keywords: Negotiation Orientation, Competitive vs. Win-Win, Cross-Cultural

Suggested Citation

Sharma, Basu, Age, Education, Experience and Negotiation Orientation (December 3, 2016). Available at SSRN: https://ssrn.com/abstract=2879910 or http://dx.doi.org/10.2139/ssrn.2879910

Basu Sharma (Contact Author)

University of New Brunswick - Fredericton - Faculty of Business ( email )

Fredericton, New Brunswick E3B5A3
Canada
506-458-7349 (Phone)
506-453-3561 (Fax)

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