University of Twente Student Theses
Gender influence on patterns of strategic adaptability in dyadic negotiation
Jansen, Max (2025) Gender influence on patterns of strategic adaptability in dyadic negotiation.
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| Abstract: | This study aims to evaluate the gender differences between men and women in terms of how they adapt their negotiation strategies in dyadic negotiations. To evaluate this, the novel strategic adaptability framework proposed by Heunis et al. (2024) was used in this study. This study used a quantitative research design to explore the influence of gender on an individual’s ability to adapt negotiation strategies. The main source of data was transcripts of negotiations, and content analysis was used to extract meaningful insights from these transcripts. The author found that the gender characteristic of a negotiator does not directly influence their patterns of strategic adaptability. This difference was tested across multiple scenarios. There were visible and significant differences in adaptability patterns between males and females when negotiating with opponents who dominantly used an integrative negotiation strategy. Further investigating the effect of the opponent’s behaviour resulted in a significant difference between men and women in the way they directly follow their opponent’s strategic shift. More specifically, men decrease the frequency of directly following their opponent’s strategic shifts when the opponent gets increasingly more integrative. |
| Item Type: | Essay (Master) |
| Faculty: | BMS: Behavioural, Management and Social Sciences |
| Subject: | 70 social sciences in general |
| Programme: | Business Administration MSc (60644) |
| Link to this item: | https://purl.utwente.nl/essays/104940 |
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