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Date of Award

1992

Document Type

Thesis - Pacific Access Restricted

Degree Name

Master of Arts (M.A.)

Department

Graduate School

First Advisor

Linda L. Nolan

First Committee Member

Jon F. Schamber

Second Committee Member

Kenneth D. Day

Abstract

This study sought to update the literature on gender and negotiations, generate new information on settlements in negotiations, and provide information on gender and competitive negotiations.

The negotiation section of the CAMCO competition was used to determine the influence of gender on negotiated settlement. Settlements did not differ based on the gender of the negotiators, except in scenario two in which it was found that male/male dyads negotiate a less distributive outcome than female/female or mixedsex dyads. In all scenarios, male/male dyads did not settle with an impasse more often than women, and male negotiators in a mixedsex dyad did not negotiate a more winning settlement than women negotiators.

The results of the study imply that businesses can feel free to hire men and women negotiators based on their individual qualifications instead of based on their gender. The results also raise some concerns about the perception of differences between men and women based on outdated stereotypes.

Pages

98

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