Behavioral Differences In The Creation of Value Between Men and Women: An Exploration of Temporal Interaction Patterns In Integrative Negotiations

Authors:

Abstract: This study aims to open the proverbial black box of the negotiation process and obtain a more nuanced understanding of the reasons for gender differences in value creation. In doing so, we compared men’s and women’s joint outcomes and explored their use of and reactions to behaviours identified as crucial to the attainment of high joint outcomes. Specifically, we assessed differences in the temporal interaction patterns of heuristic trial-and-error and information exchange between same-sex male and female dyads. Findings reveal that male dyads generate a higher joint outcome than women. Further, we find that the male dyad uses a more frequent and direct exchange of priority-related information and a more competitive pattern of heuristic trial-and-error compared to the female dyads. We interpret that societal norms and gender role expectations influence negotiation strategies, ultimately leading to less favorable negotiation outcomes for women.

Track: NEG

Keywords: Lag Sequential Analysis, Gender, Information Exchange, Heuristic Trial-And-Error, Integrative Negotiations