NEGOTIATING PECUNIARY GAINS AND ENVIRONMENT PROTECTION

Abstract

The initiation and development of the negotiation process is the result of the interaction between stimulating and hindering factors, among which there are perceived winning chances and perceived risk of projecting a negative image of himself/ herself. The objectives of the research were to observe the strength of people’s perception regarding these two variables and if they were influenced by the negotiation objective: a pecuniary one vs. an environmental one (both involving self-advocacy: aiming at personal benefits). From the point of view of the analyzed variables, people are good negotiators – they have high trust in winning chances and low fear of negative image, but they do not hold strong environmental concerns. The perceived winning chances were significantly higher (p<0.05) in the case of a pecuniary objective compared to an environmental one, suggesting the first type of negotiation has higher chances to start compared to the second one. The negotiation objective did not influence the perceived risk of having a negative image by negotiating (p>0.05).