An experiment on negotiation orientation and entrepreneurship education exposure: preliminary result
by Shimaditya Nuraeni; Lidia Mayangsari
International Journal of Public Sector Performance Management (IJPSPM), Vol. 10, No. 1, 2022

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.

Online publication date: Thu, 14-Jul-2022

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