Gender Contrasts in Negotiation Impasse Rates

Michael J. Cotter and James A. Henley
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Michael J. Cotter: Grand Valley State University, USA
James A. Henley: University of Tennessee at Chattanooga, USA

Management, 2017, vol. 12, issue 1, 3-25

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.

Keywords: negotiation; gender; impasse (search for similar items in EconPapers)
Date: 2017
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DOI: 10.26493/1854-4231.12.3-25

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