An experiment on negotiation orientation and entrepreneurship education exposure: preliminary result
An experiment on negotiation orientation and entrepreneurship education exposure: preliminary result
The objects of negotiation study include different groups of experts, but managers have been in the spotlight. Developed from a discussion on how entrepreneurship researchers have majorly treated negotiation behaviour like a black box, this study places confidence in the art of entrepreneurial negotiation behaviour revealing why entrepreneurs are more successful in exploiting business opportunities than others. This study investigates the emerging behaviour through a framed field experiment in light of education. The task employed is a multi-issue multi-party negotiation case emphasising on the aspect of buyer-seller negotiation. The participants are students of negotiation course from entrepreneurship and management departments. Initial assessment of participants’ negotiation orientation, cooperativeness or competitiveness, were performed as the treatment and group division. The preliminary result of the study confirms negotiation orientation underlies negotiation behaviour and consequently leverages action and reaction of the negotiators. Our result showcases the entrepreneurs’ openness, flexibility, and adaptability to an uncertain situation.
Behavioural decision making, Entrepreneurship education, Experimental study, Multi-party negotiation, Negotiation orientation
63-74
Nuraeni, Shimaditya
555ea06b-5e35-46ae-9257-3c672dd7fec1
Mayangsari, Lidia
3630b0ea-f59f-4fae-8bdf-653380dec45d
6 July 2022
Nuraeni, Shimaditya
555ea06b-5e35-46ae-9257-3c672dd7fec1
Mayangsari, Lidia
3630b0ea-f59f-4fae-8bdf-653380dec45d
Nuraeni, Shimaditya and Mayangsari, Lidia
(2022)
An experiment on negotiation orientation and entrepreneurship education exposure: preliminary result.
International Journal of Public Sector Performance Management, 10 (1), .
(doi:10.1504/IJPSPM.2022.124116).
Abstract
The objects of negotiation study include different groups of experts, but managers have been in the spotlight. Developed from a discussion on how entrepreneurship researchers have majorly treated negotiation behaviour like a black box, this study places confidence in the art of entrepreneurial negotiation behaviour revealing why entrepreneurs are more successful in exploiting business opportunities than others. This study investigates the emerging behaviour through a framed field experiment in light of education. The task employed is a multi-issue multi-party negotiation case emphasising on the aspect of buyer-seller negotiation. The participants are students of negotiation course from entrepreneurship and management departments. Initial assessment of participants’ negotiation orientation, cooperativeness or competitiveness, were performed as the treatment and group division. The preliminary result of the study confirms negotiation orientation underlies negotiation behaviour and consequently leverages action and reaction of the negotiators. Our result showcases the entrepreneurs’ openness, flexibility, and adaptability to an uncertain situation.
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Published date: 6 July 2022
Additional Information:
Funding Information:
Authors would like to thank the research division of School of Business and Management, Institut Teknologi Bandung for the financial support of the study. An expression of appreciation is also devoted to the Entrepreneurship Study Program and Management Study Program, School of Business and Management, Institut Teknologi Bandung for the infrastructure provided throughout the Communication and Business Negotiation course. Authors would also express gratitude to Azzahra Filmina for her tremendous assistance in the process.
Publisher Copyright:
Copyright © 2022 Inderscience Enterprises Ltd.
Keywords:
Behavioural decision making, Entrepreneurship education, Experimental study, Multi-party negotiation, Negotiation orientation
Identifiers
Local EPrints ID: 475381
URI: http://eprints.soton.ac.uk/id/eprint/475381
ISSN: 1741-1041
PURE UUID: 029f20b2-b016-45e0-8409-862f2aea840e
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Date deposited: 16 Mar 2023 18:01
Last modified: 18 Mar 2024 03:54
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Contributors
Author:
Shimaditya Nuraeni
Author:
Lidia Mayangsari
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