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- Title
Gender Contrasts in Negotiation Impasse Rates.
- Authors
COTTER, MICHAEL J.; HENLEY, JAMES A.
- Abstract
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. Overall, there were no statistically significant differences in the impasse rates of men and women The female rate of impasse was lower than the male rate of impasse, but without any significant differences, the results indicate that there are no gender differences in the abilities of negotiators to arrive at a deal.
- Subjects
FACE-to-face communication; NEGOTIATION; GENDER differences (Psychology); IMPASSE (Psychotherapy); COGNITIVE ability
- Publication
Management (18544223), 2017, Vol 12, Issue 1, p3
- ISSN
1854-4223
- Publication type
Article
- DOI
10.26493/1854-4231.12.3-25