What Triggers a Negotiation – an Economic or a Social Goal?
What Triggers a Negotiation – an Economic or a Social Goal?

Summary/Abstract: Negotiation is a resource that, used correctly, can make the difference between success and failure and, at the same time, it is present in all activity fields, from economic to social or environmental. Therefore, the importance of the understanding of the negotiation process is paramount for all those interested in improving their own negotiation skills or in training others to do so. The present paper is focused on the beginning of the negotiation process: the objectives of the research were to assess the level of the propensity to negotiate and of the perceived right to negotiate and to observe if they are stimulated by the nature of negotiation goal – economic and self-advocacy, on one hand, and social and other-advocacy, on the other hand. Results indicated high levels for propensity to negotiate and right to negotiate in the social goal case and low levels for the economic goal. The nature of the objective influenced both the propensity to negotiate and the perceived right to negotiate, favoring the social, other-advocacy, goal: people believed there were higher chances that they would start a negotiation targeted towards a social goal compared to one that was economically and self-advocacy oriented; they also felt more in title to negotiate when they pursued a social, other-advocacy, objective (p>0.05).

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