The Role of Gender in Business Negotiations

This study addresses the role of gender in business negotiations. With expanding managerial roles of women in business and public organizations, the issue of gender differences in negotiation outcomes is the focus of this research. Previous research on the issue of gender differences in negotiation are inconsistence. While differences in psychology, behavior, personality and perception of men and women have been reported, but the influence of these differences on negotiation styles and outcomes are not conclusive. Therefore, this research specifically examines the gender differences in business negotiation styles and the effects of individualistic characteristic, business experience and culture on business negotiation styles. The results of this study revealed that gender is not a significant factor affecting business negotiation styles while social culture is a significant factor affecting business negotiation styles.