Please use this identifier to cite or link to this item:
http://hdl.handle.net/1942/9242
Title: | Gender Influences on Purchasing Negotiation Objectives, Outcomes and Communication Patterns | Authors: | FAES, Wouter SWINNEN, Gilbert SNELLINX, Ria |
Issue Date: | 2009 | Publisher: | European Business School, Wiesbaden | Source: | Proceedings of the 18th Annual IPSERA Conference. | Abstract: | This paper analyses the results and processes of a considerable number of purchasing negotiation role plays (n=1159). It compares the objectives and results obtained and communication patterns used by men and women. Results show that male negotiators set themselves higher objectives than female negotiators, specifically under conditions of high competitiveness. Women on the other hand are more realistic when determining their negotiation objectives: they rather strive for mid range objectives. The outcome of the observed negotiations is higher for female negotiators, specifically under conditions of high and slightly less under conditions of medium competitiveness. Male negotiators are more likely to obtain mid range results. Female negotiators are more likely to reach no deal at all. Female negotiators use fewer tactics and more open communication patterns than male negotiators. All of the observed relationships are statistically significant, but relatively weak and should be considered as tendencies only. | Keywords: | purchasing negotiations; negotiation objectives; negotiation results; communication patterns; gender; role play analysis;purchasing negotiations, negotiation objectives, negotiation results, communication patterns, gender, role play analysis | Document URI: | http://hdl.handle.net/1942/9242 | Category: | C2 | Type: | Proceedings Paper |
Appears in Collections: | Research publications |
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File | Description | Size | Format | |
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Gender.pdf | Non Peer-reviewed author version | 548.88 kB | Adobe PDF | View/Open |
1-s2.0-S1478409210000208-main.pdf Restricted Access | Published version | 261.88 kB | Adobe PDF | View/Open Request a copy |
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