The Relationship between Negotiation Style and Motivation in Unpaid Negotiations: A Case Study in Brazil

Mauricio Bertoldi Sanches Neves, Lara Bartocci Liboni, Denise Alessandra Defina, Dante Pinheiro Martinelli


The outcomes of negotiations depend upon various factors that should be related directly to the profiles of the negotiators, such as motivation. Therefore, it is important to analyze the style, skills and motivation of each individual negotiator. In unpaid negotiations, it is particularly important to identify factors that motivate the negotiator and understand how they can influence the negotiation. This study sought to discover the main motivating factors in unpaid negotiators with different profiles at a nonprofit organization. Our approach was qualitative, exploratory and descriptive. A case study was performed in conjunction with the AIESEC (International Association of Students in Economic and Social Sciences), the world's largest youth-run organization, which provides a platform for youth leadership development. In this study, a qualitative questionnaire was administered to AIESEC sales personnel to ascertain their perceptions of the factors that motivated them in negotiations on behalf of their organization. The results revealed a number of motivating factors that were common to negotiators of all profiles, as well as other factors that motivated negotiators with specific negotiation styles.

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International Journal of Business Administration
ISSN 1923-4007(Print) ISSN 1923-4015(Online)


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