Redefining Gender Dynamics In Negotiation: Emerging Research and Implications

Authors:

Abstract: Over the past two decades, extensive research has delved into the impact of gender on negotiation behaviors and outcomes, demonstrating that women may underperform compared to men due to role incongruity and backlash against stereotype violations. This body of work has significantly enriched our understanding of gender in negotiation. However, as society's perceptions of gender roles shift, so do associated stereotypes. In this symposium, we present five papers that examine these potential shifts and their downstream consequences on gender dynamics in negotiation. Bhatia and colleagues aim to decouple assertiveness and aggression within the context of gender in negotiation. Nelson, Reif, and Ginat investigate the effects of negotiator gender, power dynamics, and speech type's influence on negotiation outcomes. Mislin, Tuncel, and Prewitt uncover the economic benefits of displaying curiosity, finding that both women and men benefit equally without incurring social costs. Importantly, none of these three papers find the backlash effects that have previously been documented in the literature, suggesting gender stereotypes may be changing. Additionally, a registered replication study by Mazei and colleagues aims to re-examine the influential work on backlash against assertive women, while Lee and Park's research challenges the notion that pay transparency closes the gender pay gap, revealing that women's risk aversion impacts negotiation behaviors. Collectively, these studies provide a comprehensive examination of the current state of gender and negotiation, offering new theories and strategies to empower both women and men in their bargaining efforts.

Track: DEI

Keywords: negotiation, gender, backlash, replication