When and How Gender Affects Outcomes and Relationships in Negotiation

Abstract: Although gender has long been recognized to play an important role in negotiation, there remain many unanswered questions about its influence on both negotiation behaviors and outcomes. In this symposium, we present five papers that share some of the latest findings on the effects of gender in negotiation. The first talk explores gender gaps in negotiation asking and accommodating behaviors. The second talk disentangles the effects of gender and status on productivity-related negotiations. The third talk examines how counterpart gender affects negotiators’ subjective assessments of their negotiations. The fourth talk unpacks and compares negotiation gender differences due to “actor effects” versus “partner effects.” Finally, the fifth talk explores the interactive effects of gender and perceived sexual orientation on negotiation outcomes. Taken together, these talks introduce findings that have important implications for both negotiation research and practice.

Keywords: negotiation, gender, culture, intersectionality