Gender Similarities and Differences In Everyday Negotiations

Authors:

Abstract: Negotiations research yields mixed empirical findings when it comes to potential gender disparities in carrying out negotiations as well as in negotiation outcomes. Moving beyond commonly used laboratory experimental setting and populations with formal business education, this study utilizes a recall method, asking lay women and men to report their daily negotiation experiences in professional and personal settings. On average, in professional settings, women were less likely to initiate negotiations but no less likely to obtain the desired outcome when they did engage in a negotiation. In personal settings, we obtained evidence of an advantage for women. Men reported worse objective outcomes when negotiating with romantic partners, and were more likely to feel the relationship had been negatively affected. Upcoming research aims to refine these insights using experiential longitudinal sampling to capture more immediate negotiation experiences as well as iterative interactions over time.

Track: NEG

Keywords: negotiations, gender, quantitive, survey