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 …

We explore how situational factors moderate gender differences in negotiation. We conduct a baseline study with MBA … between gender and structural ambiguity: gender differences (favoring males) in target prices, intended offers and agreement … between gender and representation role (for self vs. other) on prenegotiation expectations: gender differences (favoring males …

When males and females negotiate with persons of the opposite sex - and people of the same sex - gender … might expect men to achieve better negotiating results than women. This article explores common gender-based beliefs that … exercises. The data suggest that negotiator gender does not significantly influence negotiation results …

We study the impact of gender norms on the distribution of paid and unpaid labor between women and men in an intra … norm, agents are connected via explicitly modeled social networks and accordingly face heterogeneous perceptions of gender … norms. In our model, social pressure to conform to gender norms exacerbates gender inequalities in the distribution of paid …

causal relationship among gender, national culture, and negotiation behaviors. The Taiwanese female managers' negotiating …