Understanding the Gendered Path to Negotiation Experience: A Dual Components Model

Gender differences in negotiation outcomes are ameliorated among experienced negotiators. We seek to understand how experience, and relatedly, ambiguity reduction mitigate these differences. We develop the Dual Components Model of Negotiator Experience, consisting of knowledge about why negotiation tactics are effective (the can component) and appropriate (the should component). We theorize that when both components are salient (as opposed to just knowledge about negotiation tactics), gender gaps should be mitigated. In our first study, we find that negotiation experience mediates the gender gap negotiation propensity. In our second study, we find that mere knowledge about negotiation tactics is not enough to reduce gender gaps. In our third study, using a sample of CEOs, we find similar gender gaps in negotiations outcomes as found with naïve participants, which are mediated by the can and should components. Finally, we develop negotiation training videos based on our model to test it experimentally.