Resumen

LOURENCO, Abílio Afonso  y  PAIVA, Maria Olímpia Almeida de. Conflitos na escola: a importância da amabilidade na negociação. Educação e Filosofia [online]. 2009, vol.23, n.46, pp.145-167. ISSN 1982-596X.

Nowadays negotiation is taken as one of the ideal forms of social practice. The differences concerning Kindness, Sex and Age features can shape the flux of the negotiating process itself. This study aims at determining whether Kindness as well as socio-demographic variables Sex and Age, are relevant in the attempt to explain negotiation efficaciousness. We used two Portuguese versions as instruments: CEN 11 to evaluate Effectiveness in Negotiation and NEO-PI-R to evaluate Kindness. The sample taken into account for that study is of 407 secondary school students of a school in Oporto, Portugal. Of the results it can be concluded that Kindness (p<001) and Sex (p<01) are essential variables for the understanding of the behavioral efficaciousness of those involved in the negotiating .However Age hasn't been shown to be relevant for the explanation of the negotiation efficaciousness. This investigation can contribute to the problem of the psychosocial perspective about conflict and negotiation.

Palabras clave : Kindness; Conflict; Negotiation.

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