IDEAS home Printed from https://ideas.repec.org/p/sek/iacpro/10012557.html
   My bibliography  Save this paper

Zone of Possible Agreement in Negotiation: Impact of Gender and Personality

Author

Listed:
  • Devjani Chatterjee

    (Indian Institute of Management Kashipur)

  • Akhil Pratap Singh

    (Indian Institute of Management Kashipur)

Abstract

To date, impact of gender differences and different personality types on negotiation [specially Zone of Possible Agreements (ZOPA)] have received little theoretical and practical attention. This paper aims to explore the effects that gender and personality have over negotiation style and decision making in order to find the connection and create new knowledge in understanding the behavior of the negotiators. We conducted a survey both on buyers and sellers and collected data on their personality and negotiation style. Big Five factors were considered for understanding the personality of the buyers and sellers. Afterwards the data was subjected to statistical analysis through correlation and paired sample t-test. We found that for female buyers the frequency of indulging into negotiations has a correlation with personality trait of openness to experience. For sellers, the frequency of negotiation correlates negatively with personality trait of agreeableness.

Suggested Citation

  • Devjani Chatterjee & Akhil Pratap Singh, 2020. "Zone of Possible Agreement in Negotiation: Impact of Gender and Personality," Proceedings of International Academic Conferences 10012557, International Institute of Social and Economic Sciences.
    • Handle: RePEc:sek:iacpro:10012557
    as

    Download full text from publisher

    File URL: https://iises.net/proceedings/iises-international-academic-conference-dubai/table-of-content/detail?cid=100&iid=002&rid=12557
    File Function: First version, 2020
    Download Restriction: no
    ---><---

    More about this item

    Keywords

    Gender; Negotiation; Zone of possible Agreement (ZOPA); Big-Five Model; Negotiation;
    All these keywords.

    JEL classification:

    • D74 - Microeconomics - - Analysis of Collective Decision-Making - - - Conflict; Conflict Resolution; Alliances; Revolutions
    • C78 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Bargaining Theory; Matching Theory

    NEP fields

    This paper has been announced in the following NEP Reports:

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:sek:iacpro:10012557. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Klara Cermakova (email available below). General contact details of provider: https://iises.net/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.