Abstract

We investigated the relationship between misrepresentation of information and gender in buyer-seller face-to-face negotiations. 170 middle and lower level managers participated in the research. There are two studies in this research: Study 1: female vs. male at the bargaining table; Study 2: male versus male and male versus female negotiators at the bargaining table.  The negotiation simulation, developed by Kelley, involves bargaining for the prices of three products. Participants filled out questionnaires regarding their misrepresentation of information. The results show that female negotiators were less likely to misrepresent information than male negotiators. The results also show that male scored higher on misrepresentation of information, when they negotiated with females than when they negotiated with males.

Key words: Gender, negotiation, misrepresentation of information, ethics.