In this paper we investigated whether negotiation behavior differed between Norwegian men and women. Using a questionnaire and scenario we found no significant differences between men and women in their behavior and attitude toward negotiating. Male employees were not expected to ask for higher...

In this paper we investigated whether intercultural or intracultural contexts affect the reciprocity in an intraorganizational negotiation. Using a scenario we examined how the intercultural context affected negotiator's social identity, attributions and stereotype beliefs. Counter to...