Negotiation skills and risk-benefit calculation in a sample of sex workers
Abstract
The present study of quantitative approach and correlational level was oriented to identify the management of negotiation skills and the calculation of risk-benefit in a sample of sex workers. The Nego test and the card game task that is part of the Banfe neuropsychological battery were used. The results show a low level of management of the negotiation skills and the middle level in the ability to make decisions in uncertain conditions. Also, the results suggest that a higher educational level is related to greater flexibility, a better argumentative level and less hostility towards the interlocutor. Likewise, the advance in the age of the participants indicate a tendency towards a less flexibility and less proactive positions in the negotiation process. And, finally, was observed a moderate positive relationship between the cognitive ability to assess a situation under uncertain conditions and the argument variable, indicating the importance of cognitive skills, in general, and the calculation of risk-benefit, in particular, to achieve better argumentation in the negotiation process.
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