TY  - JOUR
AB  - 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.
VL  - 27
IS  - 1
SN  - 0143-7739
DO  - 10.1108/01437730610641368
UR  - https://doi.org/10.1108/01437730610641368
AU  - Karakowsky Leonard
AU  - Miller Diane L.
PY  - 2006
Y1  - 2006/01/01
TI  - Negotiator style and influence in multi‐party negotiations: exploring the role of gender
T2  - Leadership & Organization Development Journal
PB  - Emerald Group Publishing Limited
SP  - 50
EP  - 65
Y2  - 2024/09/20
ER  -