Negotiation Power and the Impact of Gender Differences
Abstract
:1. Introduction
2. Related Research
2.1. Power in Negotiations
2.2. Gender Differences
2.3. Research Propositions
3. Experiment
3.1. Negotiation Task
3.1.1. Neutral Scenario (N)
3.1.2. Matched Scenario (M)
3.1.3. The Mismatched Scenario (MM)
3.2. Negotiation Procedures
3.3. Data Collection
3.4. Measurement
4. Results
4.1. Results of the Negotiation Experiments
4.1.1. Allocation of Issue Authorities and Its Impact on Negotiation Success
4.1.2. The Force of Power and Gender Differences on Negotiation Success
4.2. Discussion
5. Conclusions and Summary
Author Contributions
Funding
Institutional Review Board Statement
Informed Consent Statement
Data Availability Statement
Conflicts of Interest
References
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Issue | Issue Authority | Utility of Option | ||||||||||||
---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
Scenario N | Scenario M | Scenario MM | A | B | C | D | ||||||||
M | R | M | R | M | R | M | R | M | R | M | R | M | R | |
Prices | 0.5 | 0.5 | 1 | 0 | 0 | 1 | 0.5 | 2.5 | 3.5 | 1.9 | 5.5 | 1.5 | 6.5 | 0.5 |
Advertising subsidy | 0.5 | 0.5 | 1 | 0 | 0 | 1 | 2.5 | 0.5 | 2.2 | 1.1 | 2 | 1.5 | 0.5 | 2.5 |
Shelf space | 0.5 | 0.5 | 0 | 1 | 1 | 0 | 0.5 | 4.5 | 1.9 | 3.9 | 5.5 | 2.5 | 6.5 | 0.5 |
Shelf care | 0.5 | 0.5 | 0 | 1 | 1 | 0 | 2.5 | 0.5 | 2.2 | 1.1 | 1.7 | 1.7 | 0.5 | 2.5 |
Retroactive payments | 0.5 | 0.5 | 1 | 0 | 0 | 1 | 6.5 | 0.5 | 5.5 | 1.5 | 4.16 | 1.72 | 0.5 | 2.5 |
Sales promotion | 0.5 | 0.5 | 1 | 0 | 0 | 1 | 0.5 | 8.5 | 1.75 | 5.5 | 2.3 | 2.22 | 2.5 | 0.5 |
The listing of new products | 0.5 | 0.5 | 0 | 1 | 1 | 0 | 0.5 | 4.5 | 4.25 | 3 | 5.5 | 2.5 | 6.5 | 0.5 |
Access to customer data | 0.5 | 0.5 | 0 | 1 | 1 | 0 | 0.5 | 8.5 | 1.5 | 7.17 | 2 | 4.5 | 2.5 | 0.5 |
Median | p-Value | Diff. between Groups | |
---|---|---|---|
Gender | <0.001 | ||
Scenario N | 0.003 | ||
masculine-masculine | 9.4 | ||
feminine-feminine | 8.38 | masculine -feminine (p < 0.001) | |
masculine-feminine | 9.79 | ||
Scenario M | <0.001 | ||
masculine-masculine | 9.4 | feminine-feminine (p < 0.001); masculine-feminine (p < 0.001) | |
feminine-feminine | 5.62 | ||
masculine-feminine | 5.39 | ||
Scenario MM | <0.001 | ||
masculine-masculine | 9.08 | feminine-feminine (p < 0.001); masculine-feminine (p < 0.001) | |
feminine-feminine | 5.25 | ||
masculine-feminine | 6.08 |
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Zulauf, K.; Wagner, R. Negotiation Power and the Impact of Gender Differences. Businesses 2021, 1, 205-213. https://doi.org/10.3390/businesses1030015
Zulauf K, Wagner R. Negotiation Power and the Impact of Gender Differences. Businesses. 2021; 1(3):205-213. https://doi.org/10.3390/businesses1030015
Chicago/Turabian StyleZulauf, Katrin, and Ralf Wagner. 2021. "Negotiation Power and the Impact of Gender Differences" Businesses 1, no. 3: 205-213. https://doi.org/10.3390/businesses1030015
APA StyleZulauf, K., & Wagner, R. (2021). Negotiation Power and the Impact of Gender Differences. Businesses, 1(3), 205-213. https://doi.org/10.3390/businesses1030015