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Gender Differences in Initiation of Negotiation: Does the Gender of the Negotiation Counterpart Matter?

✍ Scribed by Karin Hederos Eriksson; Anna Sandberg

Book ID
117962953
Publisher
Springer
Year
2012
Tongue
English
Weight
257 KB
Volume
28
Category
Article
ISSN
0748-4526

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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