With the rapid development of global e-business and the popularity of Web technologies, e-negotiation has become an integral part of daily life for many managers in business. Moreover, female job achievements rose abruptly during these years. As greater numbers of females achieve upper level positions in business, the need to have an understanding of how gender affects negotiation behaviors becomes even more important. An awareness of the clear gender differences can help in managing conflicts in e-negotiations.
This study aims to discover some interesting findings about the interdependence of gender and negotiation behaviors by using the research methodologies of explorative research and content analysis. We expect to infer propositions which will be verified in future research and have some contributions. This study also tries to understand if gender has influence on negotiators¡¦ behaviors and to determine whether negotiators¡¦ behaviors have departures in different dyadic composition of gender.
This study reveals that females and males have different negotiation behaviors in e-negotiations, and negotiation behaviors are influenced by gender composition. Moreover, there are some differences in detailed negotiation behaviors between females and males in e-negotiations. Negotiators who meet the same gender counterparts have more ¡§reference to relationship¡¨ behavior. When males negotiate with females, they have more ¡§suggest package trade-off¡¨ behaviors. Females have more ¡§show negative emotions¡¨ behaviors in negotiating with males.
| Identifer | oai:union.ndltd.org:NSYSU/oai:NSYSU:etd-0705108-233138 |
| Date | 05 July 2008 |
| Creators | Chen, Chu-yin |
| Contributors | Hsiangchu Lai, none, none |
| Publisher | NSYSU |
| Source Sets | NSYSU Electronic Thesis and Dissertation Archive |
| Language | English |
| Detected Language | English |
| Type | text |
| Format | application/pdf |
| Source | http://etd.lib.nsysu.edu.tw/ETD-db/ETD-search/view_etd?URN=etd-0705108-233138 |
| Rights | not_available, Copyright information available at source archive |
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