Gender differences in buyer-seller negotiations: Emotion regulation strategies

Gulcimen Yurtsever1, Berrin Ozyurt2, Zohar Ben-Asher3
1Faculty of Economics, Administrative and Social Sciences, Department of Management, Toros University, Turkey
2Psychology Department, Yaşar University, Turkey
3European Centre for Research and Financing, Israel
Cite this article:  Yurtsever, G., Ozyurt, B., & Ben-Asher, Z. (2013). Gender differences in buyer-seller negotiations: Emotion regulation strategies. Social Behavior and Personality: An international journal, 41(4), 569-576.

Volume 41 Issue 4 | e2921 | Published: May 2013 | DOI: https://doi.org/10.2224/sbp.2013.41.4.569

Abstract
Full Text
References
Tables and Figures
Acknowledgements
Author Contact

In this paper we examined gender differences in face-to-face buyer-seller negotiations. We investigated the relationship between gender and negotiation outcomes, and the mediating effects of cognitive reappraisal and cognitive reappraisal suppression on this relationship. The data were obtained from 176 middle and lower managers in Turkey. The negotiation simulation, developed by Kelley (1966), involved bargaining for the prices of 3 products. There were 2 phases in the research. In Phase 1, 1 woman and 1 man were paired randomly and assigned to play the role of either buyer or seller in a negotiation simulation. In Phase 2, participants filled out questionnaires regarding their cognitive reappraisal and cognitive reappraisal suppression. The results indicated that gender had no effect on profit achievement when mediator variables were controlled.

Please login and/or purchase the PDF to view the full article.
Please login and/or purchase the PDF to view the full article.
Please login and/or purchase the PDF to view the full article.
Please login and/or purchase the PDF to view the full article.
Please login and/or purchase the PDF to view the full article.