IDEAS home Printed from https://ideas.repec.org/a/aag/wpaper/v25y2021i3p26-45.html

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
    as

    Download full text from publisher

    File URL: https://iads.site/The-Moderating-Role-of-Gender-in-the-Relationship-between-Ethics-and-Negotiation-Style
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. 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.
    2. 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.
    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)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Paul Goldsmith‐Pinkham & Kelly Shue, 2023. "The Gender Gap in Housing Returns," Journal of Finance, American Finance Association, vol. 78(2), pages 1097-1145, April.
    2. Mainardes, Emerson Wagner & Coutinho, Ananda Raquel Silva & Alves, Helena Maria Batista, 2023. "The influence of the ethics of E-retailers on online customer experience and customer satisfaction," Journal of Retailing and Consumer Services, Elsevier, vol. 70(C).
    3. SimanTov-Nachlieli, Ilanit & Har-Vardi, Liron & Moran, Simone, 2020. "When negotiators with honest reputations are less (and more) likely to be deceived," Organizational Behavior and Human Decision Processes, Elsevier, vol. 157(C), pages 68-84.
    4. Dragana Cvijanović & Christophe Spaenjers, 2021. "“We’ll Always Have Paris”: Out-of-Country Buyers in the Housing Market," Management Science, INFORMS, vol. 67(7), pages 4120-4138, July.
    5. Popov, Alexander, 2022. "The division of spoils in a booming industry," Journal of Economic Behavior & Organization, Elsevier, vol. 198(C), pages 341-369.
    6. Md. Moddassir Alam & Abdalwali Lutfi & Abdallah Alsaad, 2023. "Antecedents and Consequences of Customers’ Engagement with Pro-Environmental Consumption-Related Content on Social Media," Sustainability, MDPI, vol. 15(5), pages 1-16, February.
    7. Fabiana Sepe & Muto Valerio & Prisco Anna & Tani Mario, 2025. "Fashion and sustainability: Evidence from the consumption of second‐hand clothes," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 32(1), pages 947-962, January.
    8. Stephanie Nguyen & Daisy Bertrand & Sylvie Llosa & Mathieu Alemany Oliver, 2025. "Exploring Bypass Practices on Sharing Platforms: A Typology of Users Who Bypass and Those Who Don’t," Journal of Business Ethics, Springer, vol. 199(2), pages 453-479, June.
    9. Alda Botelho Azevedo & Inês Gonçalves & João Pereira dos Santos, 2025. "Can’t Buy Me Home – Beliefs, Facts, and Policy in the Housing Affordability Crisis," GEE Papers 191, Gabinete de Estratégia e Estudos, Ministério da Economia, revised Jun 2025.
    10. Takumi Kato & Katsuya Hayami & Kenta Kasahara & Minami Morino & Yui Ikuma & Ryosuke Ikeda & Masaki Koizumi, 2023. "Environmental vs. labor issues: evidence of influence on intention to purchase ethical coffee in Japan," Humanities and Social Sciences Communications, Palgrave Macmillan, vol. 10(1), pages 1-10, December.
    11. Jack Blundell, 2021. "Wage responses to gender pay gap reporting requirements," CEP Discussion Papers dp1750, Centre for Economic Performance, LSE.
    12. Claudia Curi & Andreas Dibiasi & Matteo Ploner & Mirco Tonin, 2026. "Gender Differences in Pension Investment: The Role of Biased Advice," CESifo Working Paper Series 12569, CESifo.
    13. Kiessling, Lukas & Pinger, Pia & Seegers, Philipp & Bergerhoff, Jan, 2024. "Gender differences in wage expectations and negotiation," Labour Economics, Elsevier, vol. 87(C).
    14. Jetter, Michael & Stockley, Kieran, 2021. "Gender Match and the Gender Gap in Venture Capital Financing: Evidence from Shark Tank," IZA Discussion Papers 14069, IZA Network @ LISER.
    15. Shang, Dawei & Wu, Weiwei & Schroeder, Daniel, 2023. "Exploring determinants of the green smart technology product adoption from a sustainability adapted value-belief-norm perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 70(C).
    16. Alsaad, Abdallah & Alam, Md. Moddassir & Lutfi, Abdalwali, 2023. "A sensemaking perspective on the association between social media engagement and pro-environment behavioural intention," Technology in Society, Elsevier, vol. 72(C).
    17. Michael Jetter & Kieran Stockley, 2023. "Gender match and negotiation: evidence from angel investment on Shark Tank," Empirical Economics, Springer, vol. 64(4), pages 1947-1977, April.
    18. Desmond, John & Crane, Andrew, 2004. "Morality and the consequences of marketing action," Journal of Business Research, Elsevier, vol. 57(11), pages 1222-1230, November.
    19. Blundell, Jack, 2021. "Wage responses to gender pay gap reporting requirements," LSE Research Online Documents on Economics 114416, London School of Economics and Political Science, LSE Library.
    20. Jui-Che Tu & Ching-Fen Hsu & Kharisma Creativani, 2022. "A Study on the Effects of Consumers' Perception and Purchasing Behavior for Second-Hand Luxury Goods by Perceived Value," Sustainability, MDPI, vol. 14(16), pages 1-18, August.

    More about this item

    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

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:aag:wpaper:v:25:y:2021:i:3:p:26-45. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Vincent Pan (email available below). General contact details of provider: https://edirc.repec.org/data/dfasitw.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.