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When Does Gender Matter in Negotiation?

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  • Bowles, Hannah Riley

    (Harvard U)

  • McGinn, Kathleen L.

    (Harvard U)

Abstract

We propose that two situational dimensions moderate gender effects in negotiation. Structural ambiguity refers to potential variation in a party’s perception of the bargaining range and appropriate standards for agreement. Gender triggers are situational factors that make gender salient and relevant to behavior or expectations. Based on a review of field and experimental data and social psychological theory on individual difference, we explain how structural ambiguity and gender triggers make negotiations ripe for gender effects.

Suggested Citation

  • Bowles, Hannah Riley & McGinn, Kathleen L., 2002. "When Does Gender Matter in Negotiation?," Working Paper Series rwp02-036, Harvard University, John F. Kennedy School of Government.
    • Handle: RePEc:ecl:harjfk:rwp02-036
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    As found by EconAcademics.org, the blog aggregator for Economics research:
    1. Gender, identity and competition
      by chris dillow in Stumbling and Mumbling on 2011-09-01 18:51:46

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    2. Rafael Lalive & Alois Stutzer, 2010. "Approval of equal rights and gender differences in well-being," Journal of Population Economics, Springer;European Society for Population Economics, vol. 23(3), pages 933-962, June.
    3. Ethné Swartz & Frances M. Amatucci & Susan Coleman, 2016. "Still A Man'S World? Second Generation Gender Bias In External Equity Term Sheet Negotiations," Journal of Developmental Entrepreneurship (JDE), World Scientific Publishing Co. Pte. Ltd., vol. 21(03), pages 1-20, September.
    4. Hamid Hasan & Nauman Ejaz, 2018. "Testing for Differences Across Genders: Evidence from Ultimatum Game," The Pakistan Development Review, Pakistan Institute of Development Economics, vol. 57(3), pages 333-349.
    5. D. Di Cagno & A. Galliera & W. Güth & N. Pace & L. Panaccione, 2016. "Make-up and suspicion in bargaining with cheap talk: An experiment controlling for gender and gender constellation," Theory and Decision, Springer, vol. 80(3), pages 463-471, March.
    6. Hasan, Hamid & Ejaz, Nauman, 2013. "Testing for Differences across Genders: A Replication of Ultimatum Game at International Islamic University, Islamabad," MPRA Paper 44923, University Library of Munich, Germany.

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