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Investigating What Romanian It Recruiters And Employees Value When They Negotiate Employment Contract

Author

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  • Anca Maria CLIPA

    (Alexandru Ioan Cuza University of Iasi, Romania)

  • Sorina POSTOLEA

    (Alexandru Ioan Cuza University of Iasi, Romania)

Abstract

When negotiating, people have economic as well noneconomic, subjective concerns. This study is an exploratory investigation into the objective and subjective factors influencing employment contract negotiations and the willingness to interact in future business negotiations in the case of Romanian IT employees and recruiters. The study draws on qualitative data collection and analysis methods, i.e. semi-structured interviews with 10 participants, projective techniques and content analysis. At the time, 5 of the participants held recruitment and contracting HR roles, and 5 were working as employees (programmers, business analysts, IT project managers). They all had a recent working contract negotiation experience (less than one year ago) in the IT industry. Using the principles of corpus linguistics and the methods specific to discourse and critical discourse analysis, our study highlights some of the factors taken into account by Romanian IT employees and recruiters in employment contract negotiations.

Suggested Citation

  • Anca Maria CLIPA & Sorina POSTOLEA, 2017. "Investigating What Romanian It Recruiters And Employees Value When They Negotiate Employment Contract," SEA - Practical Application of Science, Romanian Foundation for Business Intelligence, Editorial Department, issue 15, pages 321-329, December.
    • Handle: RePEc:cmj:seapas:y:2017:i:15:p:321-329
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    References listed on IDEAS

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    1. Zait Adriana, 2016. "Conceptualization and Operationalisation of Specific Variables in Exploratory Researches – An Example for Business Negotiation," Scientific Annals of Economics and Business, Sciendo, vol. 63(1), pages 117-123, March.
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    4. Zhenzhong Ma & Dapeng Liang & Honghui Chen, 2013. "Negotiating with the Chinese: Are They More Likely to Use Unethical Strategies?," Group Decision and Negotiation, Springer, vol. 22(4), pages 641-655, July.
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    Citations

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    Cited by:

    1. Anca-Maria Clipa & Cătălin-Ioan Clipa & Magdalena Danileț & Andreia Gabriela Andrei, 2019. "Enhancing Sustainable Employment Relationships: An Empirical Investigation of the Influence of Trust in Employer and Subjective Value in Employment Contract Negotiations," Sustainability, MDPI, vol. 11(18), pages 1-16, September.

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    More about this item

    Keywords

    Working contract negotiation; Negotiation; Corpus linguistics; Willingness to negotiate; Subjective value in negotiation;
    All these keywords.

    JEL classification:

    • M55 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Labor Contracting Devices

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