Negotiation skills and risk-benefit calculation in a sample of sex workers

Authors

  • Olena Klimenko Institución Universitaria de Envigado
  • Daniela María Cortinez Molina Institución Universitaria de Envigado
  • Alejandra Tobón Ospina Institución Universitaria de Envigado
  • Melissa Tirado Ochoa Institución Universitaria de Envigado

DOI:

https://doi.org/10.29059/rpcc.20200617-110

Keywords:

negotiation skills, argumentation, mental flexibility, risk-benefit calculation, sex worke

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 Ne-go 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 argu-ment variable, indicating the importance of cognitive skills, in general, and the calculation of risk-benefit, in particular, to achieve better argumentati-on in the negotiation process.

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Published

2020-06-17

Issue

Vol. 11 No. 1 (2020): Volumen 11 issue 1(2020) January- june 2020

Section

Investigación empírica y análisis teórico

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