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Defining Gender Differences: Is the Proof in the Process?

✍ Scribed by Sheila Heen

Book ID
114777653
Publisher
Springer
Year
1996
Tongue
English
Weight
706 KB
Volume
12
Category
Article
ISSN
0748-4526

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Gender differences in distributive negot
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## Abstract This study tested whether the degree of association among aspiration level, intended opening offer, actual first offer, actual counter‐offer, and final agreement was moderated by negotiator gender. Results show that gender does moderate the association between the predictor variable of