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Verhandlungsstrategien und Verhandlungstaktiken in Gehaltsverhandlungen

Author

Listed:
  • Ruppert, Andrea
  • Voigt, Martina

Abstract

Haben männliche und weibliche Führungskräfte vor einer Gehaltsverhandlung eine Verhandlungsstrategie wirkt sich dies sehr unterschiedlich auf ihre Erfolgsaussichten aus: Bei Männern ist es ein Erfolgsfaktor - bei Frauen ein Misserfolgsfaktor (Ruppert / Voigt 2009). Das hier beschriebene Forschungsprojekt dient der Aufklärung dieses "Strategie-Paradoxons". Zwei in Gehaltsverhandlungen üblicherweise eingesetzte Verhandlungsstrategien (Durchsetzungsstrategie / Integrationsstrategie) inklusive einschlägiger Verhandlungstaktiken wurden differenziert nach Geschlecht auf ihren Erfolg untersucht. Hierfür wurden vier knapp fünfminütige Videoclips mit Ausschnitten aus einer Gehaltsverhandlung gedreht. Variiert wurden das Geschlecht und die Verhandlungsstrategie. Jeder der vier Filme wurde von 90 Probanden gesehen und von diesen mittels eines standardisierten Fragebogens u. a. in Bezug auf den Erfolg der jeweils gezeigten Verhandlungsstrategie sowie der eingesetzten Verhandlungstaktiken bewertet. Die Ergebnisse sind durchweg überraschend.

Suggested Citation

  • Ruppert, Andrea & Voigt, Martina, 2014. "Verhandlungsstrategien und Verhandlungstaktiken in Gehaltsverhandlungen," Working Paper Series: Business and Law 06, Frankfurt University of Applied Sciences, Faculty of Business and Law.
  • Handle: RePEc:zbw:fhfwps:06
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    References listed on IDEAS

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    1. Uri Gneezy & Muriel Niederle & Aldo Rustichini, 2003. "Performance in Competitive Environments: Gender Differences," The Quarterly Journal of Economics, Oxford University Press, vol. 118(3), pages 1049-1074.
    2. Ayres, Ian & Siegelman, Peter, 1995. "Race and Gender Discrimination in Bargaining for a New Car," American Economic Review, American Economic Association, vol. 85(3), pages 304-321, June.
    3. Bowles, Hannah Riley, 2012. "Psychological Perspectives on Gender in Negotiation," Scholarly Articles 9830358, Harvard Kennedy School of Government.
    4. Bowles, Hannah Riley, 2012. "Psychological Perspectives on Gender in Negotiation," Working Paper Series rwp12-046, Harvard University, John F. Kennedy School of Government.
    5. Marcus Dittrich & Andreas Knabe & Kristina Leipold, 2014. "Gender Differences In Experimental Wage Negotiations," Economic Inquiry, Western Economic Association International, vol. 52(2), pages 862-873, April.
    6. Bowles, Hannah Riley & Babcock, Linda & Lai, Lei, 2007. "Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask," Organizational Behavior and Human Decision Processes, Elsevier, vol. 103(1), pages 84-103, May.
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    More about this item

    Keywords

    Gehaltsverhandlung; Verhandeln; Verhandlungsstrategien; Verhandlungstaktiken; Verhandlungskompetenz; Geschlecht; Gender Pay Gap;

    JEL classification:

    • J31 - Labor and Demographic Economics - - Wages, Compensation, and Labor Costs - - - Wage Level and Structure; Wage Differentials
    • J24 - Labor and Demographic Economics - - Demand and Supply of Labor - - - Human Capital; Skills; Occupational Choice; Labor Productivity
    • C7 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory
    • C78 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Bargaining Theory; Matching Theory
    • M50 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - General

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