A Gender Analysis of Bank Loan Negotiations in Uganda.

This paper highlights the differences between men and women in bank loan negotiations. It presents findings of an ex post facto design study that involved administering questionnaires to 289 respondents who had ever applied for a loan from a Ugandan commercial bank from 1999 through 2005. Results showed that male and female respondents differed in their negotiation behavior and outcomes. Female respondents scored higher than male respondents on self-enhancement and yielding. Male respondents scored higher than female respondents on inaction. Results further showed that female respondents receive lower payoff than male respondents from bank loan negotiations, and that both male and female respondents encounter problems in mixed gender negotiations. [ABSTRACT FROM AUTHOR]