Kray, Laura - Institute for Research on Labor and Employment (IRLE), … - 2011
What is the relationship between gender and the likelihood of being deceived in negotiations? In strategic interactions …, the decision to deceive is based in part on the expected consequences (Gneezy, 2005). Because gender stereotypes suggest … negotiators described in stereotypically feminine as opposed to masculine terms. Studies 1A and 1B confirmed that gender …