An exploration of whether engineers differ from non-engineers in their approach to negotiations

Barry Goldman, Dylan A. Cooper, Cagatay Koc

Research output: Contribution to journalReview articlepeer-review

Abstract

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.

Original languageEnglish (US)
Pages (from-to)420-440
Number of pages21
JournalInternational Journal of Conflict Management
Volume30
Issue number4
DOIs
StatePublished - Aug 12 2019

Keywords

  • Engineers
  • Individual differences
  • Negotiations

ASJC Scopus subject areas

  • Communication
  • Strategy and Management
  • Management of Technology and Innovation

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