Cotter, Michael J.; Henley, James A. - In: Management 12 (2017) 1, pp. 3-25
This study contrasts the rate of impasse in genders in face-to-face negotiations for newly trained women and men. The … empirical study analyzed negotiators’ negotiation impasse rates based on gender using a two-tailed t-test. The bargainers were … involved in a series of ten high-stakes, zero-sum game negotiations. A total of 4,855 separate negotiations were examined …
