Zulauf, Karin; Wagner, Ralf - In: Businesses 1 (2021) 3, pp. 205-213
This study focuses on the intersection of power and gender in negotiations, which is seldom challenged in previous … research. In an experiment with 72 negotiators, we consider issue authority as a proxy of power in negotiations and investigate …-dependence theory, social role theory, role congruity theory, and gender role conflict theory by combining analyzing the impact of …