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Personlighetsdragens benägenhet att sätta ett högt första pris i en förhandling.

  • Bertilsson, Filip
  • Johansson, Elias
Publication Date
Jan 01, 2023
DiVA - Academic Archive On-line
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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

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