Personlighetsdragens benägenhet att sätta ett högt första pris i en förhandling.
2023 (Swedish)Independent thesis Basic level (degree of Bachelor), 10 credits / 15 HE credits
Student thesis
Abstract [en]
Abstract
Title: The tendency of personality traits to set a high first price in a negotiation.
Level: Bachelor’s degree thesis, final assignment for bachelor’s degree in business administration.
Authors: Filip Bertilsson and Elias Johansson.
Supervisor: Lars-Johan Åge.
Date: 2023 - June.
Aim: The purpose of the study is to investigate the tendency of different personality traits to set a high first price in a negotiation, based on the five-factor model and the anchoring effect.
Method: The study has been carried out using scenario-based interviews and a personality test. Each individual respondent was then interviewed individually using a semi-structured interview based on one question, as well as follow-up questions based on what the respondents answered.
Result and conclusion: The study shows the tendency of different personality types to start high in a negotiation. The study resulted in people with extra low neuroticism being the personality trait that has the greatest tendency to start high in a negotiation. The extra low neurotic respondents had SEK 11,000 as the average value of their first price in the negotiation, which is a significant difference from the study's total average value of SEK 10,137.5.
Contribution of the thesis: The study contributes to greater understanding of the correlation between the anchoring effect in negotiations and the personality types in the five-factor theory. The study contributes to an opportunity for a fairer negotiation situation for both parties. This applies if knowledge about the other party's personality traits can be suspected.
Suggestions for future research: The main further research needed in the subject is a study with more respondents, as there were few respondents in this study and all levels within the personality traits were not represented. A suggestion for further research is that the studies focus on the influence of age. For example, a study on age range to see the difference, even minors could be included in that study. Future studies could also include more information regarding low anchors in negotiation.
Key words: The anchoring effect, the big five theory, negotiation, interview, scenario
Place, publisher, year, edition, pages
2023. , p. 53
Keywords [sv]
Förankringseffekten, femfaktorteorin, förhandling, intervju, scenario
National Category
Business Administration
Identifiers
URN: urn:nbn:se:hig:diva-41997OAI: oai:DiVA.org:hig-41997DiVA, id: diva2:1763906
Subject / course
Business administration
Educational program
Real estate brokering
Presentation
2023-05-31, Sal 31:524, Kungsbäcksvägen 47, Gävle, 10:40 (Swedish)
Supervisors
Examiners
2023-06-162023-06-072023-06-16Bibliographically approved