Unpacking Gender Differences in Negotiation: Distinguishing Actor and Partner Effects

Abstract: The aim of this project is to “unpack” gender differences in negotiation by distinguishing “actor effects” (i.e., how men versus women negotiate) from “partner effects” (i.e., how men versus women are treated by their negotiation counterparts). We designed an experiment to cleanly distinguish these mechanisms and compare their magnitudes.

Keywords: negotiation, gender, culture, intersectionality