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Do Generational Differences Matter in Negotiation? Examining Self-Efficacy, Choice of Tactics, & Outcomes
Research has demonstrated that generational differences have a significant impact on attitudes and values in the workplace and these differences can lead to conflict. A common tool to resolve workplace conflict is through negotiation. By better understanding generational attitudes and values in the workplace - and in the negotiating process – parties have an increased likelihood of success. In light of this, the study of generational differences in negotiation is a valuable topic of inquiry for management research. As proposed, this study will employ a quantitative correlation and multiple regression design and use survey methodology to examine generational differences in choice of negotiation tactics, confidence in negotiation ability, and achievement of negotiated outcomes.