...Kevin W. Westbrook; C. Steven Arendall; Walton M. Padelford Purpose The purpose of this paper is to examine gender and competitiveness in relation to the likelihood of using unethical negotiation strategies. Additionally, this study seeks to determine if gender serves as a predictor or moderator...

...Laura M. Crothers; Ara J. Schmitt; Tammy L. Hughes; John Lipinski; Lea A. Theodore; Kisha Radliff; Sandra Ward Purpose The purpose of this paper is to examine the salary and promotion negotiation practices of female and male school psychology practitioners and university instructors of school...

... of a bargaining or negotiation script in the minds not only of experts but already of bargaining‐novices (O'Connor and Adams, 1999). In connection with negotiation in general Bazerman and Carroll (1987) and Carroll and Payne (1991) discuss “a variety of simplifying assumptions that people may adopt when...

...Hong Seng Woo; Doirean Wilson; Jonathan Liu Utilises findings that relate to Chinese negotiation skills that can be used primarily as a guide for female Western negotiators wishing to do business with the Chinese. Evidence comes from observations and group discussions conducted with 31 female...

...Hong Seng Woo This article addresses some issues for Western women in negotiating with individuals and organisations in China. To be successful in a Chinese negotiation requires an awareness and understanding of cultural differences, and negotiation characteristics and behaviour to avoid any...