EMPLOYMENT CONTRACT NEGOTIATIONS FOR ROMANIAN IT EMPLOYEES AND THEIR WILLINGNESS FOR FUTURE (RE)NEGOTIATIONS

Abstract

This study takes into consideration the factors which influence negotiations related to the employment contract as well as the employees’ willingness to (re)negotiate with the same employer and with the same negotiation agent. The study was carried out on 240 Romanian IT employees and was based on their most recent employment contract negotiations. Logistic regression was the main research method used to test the factors affecting employees’ willingness for future negotiations. The research findings identified three subjective factors: relationship, process and result which impact employees’ willingness for future negotiations with the same company and even with the same agent, the employer's representative. The 4th subjective factor, the self, did not appear in our research. The present research also emphasized the role that trust in the employer plays in the employees’ willingness to renegotiate their contract.

Keywords

• Employment contract negotiation
• Willingness to negotiate
• Subjective value in negotiation
• Trust in employer