The moderating role of gender in the relationship between ethics and negotiation style

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.