Does Gender Play a Moderating Role in the Relationship between Ethics and Sustainable 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.

We versus you: exploring the extent of gendered language in purchasing and supply management job advertisements

“…We contribute to a recent stream of PSM literature that focuses on enhancing diversity, in particular gender-responsive procurement, which so far has mainly considered the need to improve the procurement opportunities for female-led organisations (e.g. Orser, Liao, Riding, Duong, & Catimel, 2021) and gender differences in specific PSM roles and activities, e.g., buyer-supplier relationship management (Croom, Fritzon, & Brooks, 2021), negotiation (Moslehpour et al, 2021) but which recognises the need for the PSM profession to take steps within itself to address the gender imbalance. We, therefore, extend the work of Lawrence et al (2018), which focuses on the causes of the low representation of females in senior executive procurement positions, which was shown to be lower than in other professions and uses Social Dominance Theory (SDT) to offer a complementary perspective on the systemic barriers that may exist.…”