Verlagsinfo: This dissertation examines the lack of clarity in the scientific literature regarding gender and … descriptive and an interpretive part. The descriptive section illuminates various interpretations of gender-specific negotiation … theory among citing authors, with 67% arguing for a general superiority of men. However, given the high variance in gender …

power constellation in negotiations with these new suppliers, since negotiating power is the greatest lever for influencing … the outcome of negotiations. This study analyzes the importance of organizational sources of power and their interplay …