Mapping Personality Traits and Gender-Based Stereotypes on Perceived Negotiation Skills
Numrata Moty,
Manish Putteeraj,
Jhoti Somanah
et al.
Abstract:Implementing effective dispute resolution strategies such as negotiation has proved to be quite effective whenever there is a divergence of interest between two conflicting groups. This study aims to see if gender-based stereotypes or specific personality traits can positively or negatively influence negotiation skills in an attempt to improve the negotiation process, whereby individuals could be trained to adopt specific behaviors to obtain more favorable negotiation results. Using the expectancy violation th… Show more
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