Negotiator style and influence in multi‐party negotiations: exploring the role of gender

Abstract

Purpose

The extant literature suggests that men and women do not necessarily possess identical negotiating styles. However, unfortunately the literature has yet to clearly identify the role that gender plays in the negotiation context and in the behaviours of male and female negotiators. This paper aims to contribute to understanding of this topic.

Design/methodology/approach

Conceptual/theory paper (with relevant literature reviews).

Findings

Perceived power in a multi‐party negotiation can be affected by numerical status, as well as social status with the result that a minority female in a group dominated by males will act differently from a male in a female‐dominated group.

Research limitations/implications

This paper draws on theories of proportional representation, social roles and perceived status, in order to identify a number of factors that can affect the degree of influence exerted and the behavioural style adopted among male and female negotiators in mixed‐gender, multi‐party business negotiations.

Practical implications

This paper explores a very practical question – do men and women behave differently at the “bargaining table”? And how does gender play a role in multi‐party negotiations?

Originality/value

This study is highly original, given the lack of theory in this area.

Citation

Karakowsky, L. and Miller, D.L. (2006), "Negotiator style and influence in multi‐party negotiations: exploring the role of gender", Leadership & Organization Development Journal, Vol. 27 No. 1, pp. 50-65. https://doi.org/10.1108/01437730610641368