Age, Education, Experience and Negotiation Orientation
13 Pages Posted: 6 Dec 2016
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: 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
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