Generational Dynamics In Negotiation - Examining The Behavioral Impact of Basic Human Values

Authors:

Abstract: The labor market currently consists primarily of three generations: X, Y, and Z. These generations differ, among other things, in terms of their human values, which leads to differences in general behavior, but possibly also in negotiation behavior. To investigate the extent to which the negotiation behavior of the three generations differs from one another, chat negotiations are conducted in an experimental setting with practitioners belonging to these three generations. Human values are considered as mediators in the causal relationship between generational affiliation and negotiation behavior and are surveyed using the Schwartz Value Survey. A machine learning model will analyze the chat transcripts with regard to negotiation behavior so that the assumed causal relationship can be investigated. Insights into generation-specific negotiation behavior enable better preparation for negotiations, as knowledge about strengths and weaknesses is gained and the partners' behavior can be anticipated, consequently leading to better negotiation results.

Track: CULTGEN

Keywords: negotiation behavior, Generation X, Generation Y, Generation Z, human values, Schwartz Value Survey