We find that when a manager concedes on an initial potential adjustment, auditors place more trust in the manager and propose smaller aggregate adjustments. Furthermore, ingratiation has a marginally positive effect on auditor trust when the manager first concedes. However, our results indicate...

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...