Ethical Lapses in Negotiations – A Male Tendency

Idea posted: September 2013

Institutions: University of California Berkeley Haas School of Business    University of California, Riverside   

Authors:

The concept of negotiation as a ‘battle of the sexes’ is not new; in fact, in the 1990s, MBA students on a negotiation course were asked who they thought had…

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The Effect of Feminine Charm in Negotiations

Idea posted: February 2013

Institutions: London School of Economics    University of California Berkeley Haas School of Business   

Authors:

‘Damned if they do, damned if they don’t’ — this is usually the unfortunate impression/management dilemma faced by female executives. If they adopt male behavioural traits typically associated with strong leadership,…

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