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The Moderating Role of Gender in the Relationship between Ethics and Negotiation Style

Author

Listed:
  • Massoud Moslehpour

    (Department of Business Administration, Asia University, Taichung, Taiwan)

  • Mein-Woei Suen

    (Department of Psychology, Asia University, Taichung, Taiwan)

  • Yu-Te Tu

    (Department of Business Administration, Asia University, Taichung, Taiwan)

  • Ranfeng Qiu

    (Department of Management California State University, San Bernardino, California, USA)

Abstract

"Purpose: This study explores three dimensions of how gender and ethics may affect negotiation styles and measures the relationship between gender and ethics. Design/methodology/approach: This study applied Structural Equations Modelling that focused on the GreTai Security Market to test the effects and differences of gender on negotiation styles. Findings: The results revealed that gender and ethics significantly affect negotiation styles, and gender significantly affects ethical behaviors. Originality/value: Current transactions are more complex than they were ever before. Information is asymmetric, and expectations differ between the sides. Therefore, an effective negotiation becomes quite crucial to reaching a win-win result. Different countries have different cultural environments; hence numerous different negotiations styles which merit further studies. However, most prior studies in the field are focused on a single factor used to measure another variable that may not consistently capture how gender and ethics affect negotiation styles and the relationships between gender and ethics Implications: This study helps multicultural negotiators and companies find the most competent design for improving the efficiency of negotiations in business and other endeavors. Educators and curriculum designers should consider cultural issues as an integral part of their curriculum in their future designs."

Suggested Citation

  • Massoud Moslehpour & Mein-Woei Suen & Yu-Te Tu & Ranfeng Qiu, 2021. "The Moderating Role of Gender in the Relationship between Ethics and Negotiation Style," Advances in Decision Sciences, Asia University, Taiwan, vol. 25(3), pages 26-45, September.
    • Handle: RePEc:aag:wpaper:v:25:y:2021:i:3:p:26-45
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    References listed on IDEAS

    as
    1. Steffen Andersen & Julie Marx & Kasper Meisner Nielsen & Lise Vesterlund, 2021. "Gender Differences in Negotiation: Evidence from Real Estate Transactions," The Economic Journal, Royal Economic Society, vol. 131(638), pages 2304-2332.
    2. Cramton, Peter C. & Dees, J. Gregory, 1993. "Promoting Honesty in Negotiation: An Exercise in Practical Ethics," Business Ethics Quarterly, Cambridge University Press, vol. 3(4), pages 359-394, October.
    3. Alsaad, Abdallah Khalaf, 2021. "Ethical judgment, subjective norms, and ethical consumption: The moderating role of moral certainty," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    ethics; gender; negotiation; NSP-12;
    All these keywords.

    JEL classification:

    • F22 - International Economics - - International Factor Movements and International Business - - - International Migration
    • F23 - International Economics - - International Factor Movements and International Business - - - Multinational Firms; International Business
    • F51 - International Economics - - International Relations, National Security, and International Political Economy - - - International Conflicts; Negotiations; Sanctions

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