Do Social Stereotypes Interfere In Business Negotiations

Abstract

Does an oversimplified idea about a person interfere in the business negotiation process? In this article, we addressed that puzzling question through a t-test of N=300 Brazilian business negotiations, aiming to provide scholars with a new perspective on business negotiations. We conducted an experiment dividing ten negotiation training sessions into two groups: m1 and m2, with 150 negotiations each group, totaling 600 participants. An independent-samples T-Test was applied to the collected data. Key findings pointed out a statistical significance on the alternate hypothesis, meaning that stereotypes interfere in the business negotiation process. Finally, the implications of these findings for managerial practice are discussed.

Keywords: Business, Negotiation., stereotypes

DOI: https://doi.org/10.37745/bjms/vol8.no4.pp16-26.2020

Article Review Status: Published

Pages: 16-26 (Download PDF)

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