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 … that females are not per se inferior in negotiations, but their performance decreases in scenarios of power asymmetries. On …