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An exploration of whether engineers differ from non-engineers in their approach to negotiations
International Journal of Conflict Management ( IF 2.551 ) Pub Date : 2019-08-12 , DOI: 10.1108/ijcma-02-2019-0034
Barry Goldman , Dylan A. Cooper , Cagatay Koc

Purpose In this investigation, the authors aim to ask whether engineers, as a profession, share distinct characteristics in their attitudes and behaviors relating to negotiations. Based on a review of the literature, the authors answer in the affirmative. Generally speaking, the existing studies on individual differences of engineers conclude that they are more conscientious, more goal-driven, more competitive and less people-oriented than non-engineers. The authors suggest that these differences have significant consequences on how engineers engage in negotiations. In particular, the authors propose that engineers’ approach to negotiation includes differences related to distributive versus integrative negotiation, emotional intelligence, perspective-taking and preferred persuasion techniques. Design/methodology/approach This paper involves an integrated literature review, combining research in management, psychology and engineering to investigate whether engineers approach negotiations differently from non-engineers. Findings The authors suggest that individual differences between engineers and non-engineers have significant consequences for how engineers engage in negotiations. In particular, the authors propose that engineers’ approach to negotiation includes differences related to distributive versus integrative negotiation, emotional intelligence, perspective-taking and preferred persuasion techniques. Research limitations/implications The authors offer 11 research propositions in areas relating to how engineers engage in distributive versus integrative negotiations, emotional intelligence, perspective-taking and their preferred persuasive techniques. Practical implications There are important implications for how engineers and their supervisors should be aware of these differences between how engineers and non-engineers view negotiations and how these differences may affect them and their employing organizations. There are also cultural implications, particularly for organizations for which engineers comprise a majority or a minority of the workforce composition. Social implications There are important implications for diversity in the engineering profession, especially as it relates to the hiring of women in engineering (as they now comprise a small minority of the profession). Originality/value To the best of the authors’ knowledge, this is the first study that investigates how engineers negotiate. Because engineering is a hugely important contributor to society, the results of this have important implications for the society.

中文翻译:

探索工程师在谈判方式上是否不同于非工程师

目的在此调查中,作者旨在询问工程师作为一个职业是否在与谈判有关的态度和行为方面具有鲜明的特征。在对文献进行回顾的基础上,作者回答是肯定的。总体而言,现有的关于工程师个体差异的研究得出的结论是,与非工程师相比,工程师更认真,更目标驱动,更具竞争力且以人为本。作者认为,这些差异对工程师如何参与谈判产生了重大影响。特别是,作者提出,工程师的谈判方法包括与分布式谈判和综合谈判,情绪智力,观点获取和首选的说服技术有关的差异。设计/方法论/方法本文涉及综合的文献综述,结合了管理,心理学和工程学方面的研究,以调查工程师是否采用与非工程师不同的谈判方式。结论作者认为,工程师与非工程师之间的个体差异会对工程师进行谈判产生重大影响。特别是,作者提出,工程师的谈判方法包括与分布式谈判和综合谈判,情绪智力,观点获取和首选的说服技术有关的差异。研究局限性/含义作者提供11个研究命题,涉及工程师如何进行分布式谈判或综合谈判,情商,观点采择和他们偏爱的说服技术。实际意义对工程师及其上级主管应如何认识到工程师与非工程师如何看待谈判以及这些差异如何影响他们及其雇用组织之间的这些差异具有重要的含义。还有文化上的含义,特别是对于那些由工程师组成的劳动力队伍占多数或少数的组织。社会影响工程专业的多样性具有重要意义,尤其是与雇用女性从事工程相关(因为她们现在只占该行业的一小部分)。独创性/价值据作者所知,这是第一项研究工程师谈判方式的研究。
更新日期:2019-08-12
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