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The Influence of Sex and Equity Sensitivity on Relationship Preferences, Assessment of Opponent, and Outcomes in a Negotiation Experiment

Miami University

Thomas D. Hinson

Miami University

In a negotiation experiment (N = 248) sex, equity sensitivity, and gender pairings were used to test six hypotheses. Results indicate that sex and equity sensitivity were predictive of subjects’ relationship preferences and sex, but not equity sensitivity, was predictive of subjects ’ measured assessment of the relationship preferences of the opponent. Equity sensitivity was also not significantly correlated with subjects’ satisfaction. Sex and sex within a role (seller versus buyer) was also found to influence settlement amount with males besting their female opponents when in mixed-sex pairs and with male sellers outperforming female sellers. The differences between males and females in settlement offers made appears to be one explanation for males’ success relative to females: Suggestions for expanding the range of measured outcomes in negotiation and implications for incorporating individual differences into negotiation research are discussed.

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