A test of Wheeler’s closed-offer arbitration system: An experimental study

DuBose, Philip B.; Bigoness, William J.

doi:10.1007/bf02685221

Cited by 7 publications

(2 citation statements)

References 14 publications

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“…Some (Wall & Blum, 1991), however, have been quick to dismiss it (as well as other individual differences) as significant predictors of outcomes in negotiations because of the weakness of the findings (e.g., interactive rather than main effects reported by Pruitt & Syna, 1985) or because of the absence of significant findings (e.g., Carnevale & Lawler, 1986;DuBose & Bigoness, 1987).…”

Section: Sex and Negotiationmentioning

confidence: 99%

The Influence of Sex and Equity Sensitivity on Relationship Preferences, Assessment of Opponent, and Outcomes in a Negotiation Experiment

King

Hinson

1994

Journal of Management

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In a negotiation experiment (N = 248) sex, equity sensitivity, and gender pairings were used to test six hypotheses. Results indicate that sex and equity sensitivity were predictive of subjects' relationship pr~eren~es~ andsex, but not equity sensitivity, ~as~red~~t~~~e ofsubje~ts ' measured assessment of the re~atio~~hi~ preferences of the opponent. Equity sensitivity was also not signl~cant~y correlated with subjects' satisfaction. Sex and sex within a role (seller versus buyer) was also found to influence settlement amount with males besting their female opponents when in mixed-sex pairs and with male sellers outperforming female sellers. Y%e d~~eren~es between males and females in settlement offers made appeurs to be one explanation for males' success relative to fernares : Suggestions for expanding the range of measured outcomes in negotiation and implications for incorporating individual dfferences into negotiation research are discussed.As one of the basic processes of human behavior, bargaining behavior is prevalent both in interpersonal and in organizations interactions. The study of this basic process has iargely focused on formal negotiations or laboratory settings simulating formal negotiations (see the review by Wall & Blum, 1991). One of the foci of this body of research has been negotiator characteristics and the influence that the characteristics have upon both the negotiation process and outcomes. Studies have found significant effects on the negotiation process or outcomes for some negotiator characteristics including such variables as personality characteristics (

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Section: Sex and Negotiationmentioning

confidence: 99%

The Influence of Sex and Equity Sensitivity on Relationship Preferences, Assessment of Opponent, and Outcomes in a Negotiation Experiment

King

Hinson

1994

Journal of Management

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show abstract

“…Wall and Bloom, 1991), in the field of negotiation, have minimised the role of gender, given the existence of weak findings or small effect sizes reported in a number of studies -interactive rather than main effects (Pruitt and Syna, 1985), or the absence of significant differences (e.g. Carnevale and Lawler, 1986;Dubose and Bigoness, 1987;Orbell et al, 1994). However, as pointed out by Stuhlmacher and Walters (1999) even small effect sizes in male-female differences can within organisational settings and over time have a large impact on the position and circumstance of women.…”

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confidence: 99%

Negotiator style and influence in multi‐party negotiations: exploring the role of gender

Karakowsky

Miller

2006

Leadership &Amp; Organization Development Journal

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Purpose -The extant literature suggests that men and women do not necessarily possess identical negotiating styles. However, unfortunately the literature has yet to clearly identify the role that gender plays in the negotiation context and in the behaviours of male and female negotiators. This paper aims to contribute to understanding of this topic. Design/methodology/approach -Conceptual/theory paper (with relevant literature reviews). Findings -Perceived power in a multi-party negotiation can be affected by numerical status, as well as social status with the result that a minority female in a group dominated by males will act differently from a male in a female-dominated group. Research limitations/implications -This paper draws on theories of proportional representation, social roles and perceived status, in order to identify a number of factors that can affect the degree of influence exerted and the behavioural style adopted among male and female negotiators in mixed-gender, multi-party business negotiations. Practical implications -This paper explores a very practical question -do men and women behave differently at the "bargaining table"? And how does gender play a role in multi-party negotiations? Originality/value -This study is highly original, given the lack of theory in this area.

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The influence of sex and equity sensitivity on relationship preferences, assessment of opponent, and outcomes in a negotiation experiment

King

Hinson

1994

Journal of Management

View full text Add to dashboard Cite

A test of Wheeler’s closed-offer arbitration system: An experimental study

Cited by 7 publications

References 14 publications

The Influence of Sex and Equity Sensitivity on Relationship Preferences, Assessment of Opponent, and Outcomes in a Negotiation Experiment

The Influence of Sex and Equity Sensitivity on Relationship Preferences, Assessment of Opponent, and Outcomes in a Negotiation Experiment

Negotiator style and influence in multi‐party negotiations: exploring the role of gender

The influence of sex and equity sensitivity on relationship preferences, assessment of opponent, and outcomes in a negotiation experiment

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