This research evaluates the effect of gender in negotiation behaviour, within a working situation. We investigate the: • overbidding; • speed of concessions and log rolling; • impact of an emotional variable. The research was realised in both private and public organizations in Torino on a sample of 73 subjects, using specifically built scenarios simulating a negotiation. The analyses made (T-Test, Anova) show differences in negotiation behaviour between men and women, with women opening the negotiation with lower requests, conceding more during the interaction and reacting more strongly when facing an aggressive counterpart
Mura, G., Diamantini, D. (2008). Gender and negotiation: An empirical study of gender differences in negotiation behaviour. In Abstracts of the XXIX International Congress of Psychology, Special Issue:. Wiley [10.1080/00207594.2008.10108485].
Gender and negotiation: An empirical study of gender differences in negotiation behaviour
MURA, GIULIA;DIAMANTINI, DAVIDE
2008
Abstract
This research evaluates the effect of gender in negotiation behaviour, within a working situation. We investigate the: • overbidding; • speed of concessions and log rolling; • impact of an emotional variable. The research was realised in both private and public organizations in Torino on a sample of 73 subjects, using specifically built scenarios simulating a negotiation. The analyses made (T-Test, Anova) show differences in negotiation behaviour between men and women, with women opening the negotiation with lower requests, conceding more during the interaction and reacting more strongly when facing an aggressive counterpart
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