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Negotiation

Topic Overview

Negotiation

Within gendered systems, negotiation skills, for all to possess, are vital to overcome behavioral expectations and give a sense of agency over financial and social outcomes. Organizations and businesses can make structural changes so that negotiations are more gender-equal. Learn techniques and policies that can help create a more level playing field.

Who Can Lean In? The Intersecting Role of Race and Gender in Negotiations

In the United States, differences in salary negotiation behavior are shaped by both gender and race. White women, Asian women, and Asian men feared more backlash for being too demanding in negotiations, as compared to White men.

Negin R. Toosi, Shira Mor, Zhaleh Semnani-Azad, Katherine W. Phillips, Emily T. Amanatullah (2019)

Gender differences in trust dynamics: Women trust more than men following a trust violation

After a violation in trust, women are more likely to regain trust in a transgressor due to higher interest in maintaining a relationship.

Michael P. Haselhuhn, Jessica A. Kennedy, Laura Kray, Alex B. Van Zant, Maurice E. Schweitzer (2014)

Negotiating a Better Future: How Interpersonal Skills Facilitate Intergenerational Investment

In Zambia, negotiation training for teen girls may increase their continued enrollment in school.

Nava Ashraf, Natalie Bau, Corinne Low, Kathleen McGinn (2020)

Negotiating Femininity: Gender-Relevant Primes Improve Women’s Economic Performance in Gender Role Incongruent Negotiations

Simple strategies that prime women to focus on past negotiation successes or prepare by imagining helping a friend negotiate can help women succeed in negotiations.

Julia B. Bear, Linda Babcock (2017)

Women and African Americans are less influential when they express anger during group decision-making

During negotiations, expressing anger decreases influence for women and African Americans but does not decrease the influence of white men.

Jessica M. Salerno, Liana C. Peter-Hagene, Alexander C. V. Jay (2019)

A social-cognitive approach to understanding gender differences in negotiator ethics: The role of moral identity

Women are more likely than men to have strongly internalized moral identities, leading to more ethical negotiation practices—but the situation can suppress women’s ethical strength.

Jessica A. Kennedy, Laura Kray, Gillian Ku (2017)

Negotiating Gender Roles: Gender Differences in Assertive Negotiating Are Mediated by Women’s Fear of Backlash and Attenuated When Negotiating on Behalf of Others

Women adjust their negotiation strategies according to context, conceding early when they anticipate backlash for violating gender expectations.

Emily T. Amanatullah, Michael W. Morris (2010)

Constraints and Triggers: Situational Mechanics of Gender in Negotiation

Gender gaps are more likely to emerge in negotiations when there is a lack of clarity about compensation or price standards.

Hannah Riley Bowles, Linda Babcock, Kathleen McGinn (2005)

Do Women Avoid Salary Negotiations? Evidence from a Large Scale Natural Field Experiment

When an employer clearly states that employees can negotiate their salaries, the gender gap in job applications and negotiation closes.

Andreas Leibbrandt, John A List (2014)

Social Incentives for Gender Differences in the Propensity to Initiate Negotiations: Sometimes It Does Hurt to Ask

Women who initiate negotiations in the workplace are more likely to be penalized than their male counterparts.

Hannah Riley Bowles, Linda Babcock, Lei Lai (2007)

Topic Overview

Negotiation

Gender differences in trust dynamics: Women trust more than men following a trust violation

After a violation in trust, women are more likely to regain trust in a transgressor due to higher interest in maintaining a relationship.

Michael P. Haselhuhn, Jessica A. Kennedy, Laura Kray, Alex B. Van Zant, Maurice E. Schweitzer (2014)

Negotiating Femininity: Gender-Relevant Primes Improve Women’s Economic Performance in Gender Role Incongruent Negotiations

Simple strategies that prime women to focus on past negotiation successes or prepare by imagining helping a friend negotiate can help women succeed in negotiations.

Julia B. Bear, Linda Babcock (2017)

A social-cognitive approach to understanding gender differences in negotiator ethics: The role of moral identity

Women are more likely than men to have strongly internalized moral identities, leading to more ethical negotiation practices—but the situation can suppress women’s ethical strength.

Jessica A. Kennedy, Laura Kray, Gillian Ku (2017)

Constraints and Triggers: Situational Mechanics of Gender in Negotiation

Gender gaps are more likely to emerge in negotiations when there is a lack of clarity about compensation or price standards.

Hannah Riley Bowles, Linda Babcock, Kathleen McGinn (2005)

Social Incentives for Gender Differences in the Propensity to Initiate Negotiations: Sometimes It Does Hurt to Ask

Women who initiate negotiations in the workplace are more likely to be penalized than their male counterparts.

Hannah Riley Bowles, Linda Babcock, Lei Lai (2007)

Who Can Lean In? The Intersecting Role of Race and Gender in Negotiations

Negin R. Toosi, Shira Mor, Zhaleh Semnani-Azad, Katherine W. Phillips, Emily T. Amanatullah (2019)

Negotiating a Better Future: How Interpersonal Skills Facilitate Intergenerational Investment

In Zambia, negotiation training for teen girls may increase their continued enrollment in school.

Nava Ashraf, Natalie Bau, Corinne Low, Kathleen McGinn (2020)

Women and African Americans are less influential when they express anger during group decision-making

During negotiations, expressing anger decreases influence for women and African Americans but does not decrease the influence of white men.

Jessica M. Salerno, Liana C. Peter-Hagene, Alexander C. V. Jay (2019)

Negotiating Gender Roles: Gender Differences in Assertive Negotiating Are Mediated by Women’s Fear of Backlash and Attenuated When Negotiating on Behalf of Others

Women adjust their negotiation strategies according to context, conceding early when they anticipate backlash for violating gender expectations.

Emily T. Amanatullah, Michael W. Morris (2010)

Do Women Avoid Salary Negotiations? Evidence from a Large Scale Natural Field Experiment

When an employer clearly states that employees can negotiate their salaries, the gender gap in job applications and negotiation closes.

Andreas Leibbrandt, John A List (2014)