The Role of Gender And Its Impact On Negotiation Processes And Outcomes
Abstract: This symposium explores through five presentations the role of gender dynamics in shaping negotiation processes and outcomes across diverse contexts. Topics include how women’s lower authenticity during salary negotiations contributes to outcome disparities, how large language models reinforce gender biases in career negotiation advice, how principals’ femininity impacts agents’ perceptions of personality and in turn the outcomes they negotiate, how intersectional identities of race and gender shape online negotiation outcomes, and how gender affects subjective value and trust in negotiations. By integrating insights from these papers, this symposium highlights the implications of gender differences for fairness, inclusivity, and equity in professional and interpersonal negotiations, thus offering theoretical advancements and deeper insights into actionable practices across diverse environments.
Keywords: Gender Differences, Negotiation Outcome, Gender Dynamics
Jaina Zhang, Washington University in St. Louis, United States | jaina.z@wustl.edu
William Bottom, Washington University in St. Louis, United States | bottomb@wustl.edu
Robin Pinkley, Southern Methodist University, United States | rpinkley@cox.smu.edu
Jens Mazei, TU Dortmund University, Germany | jens.mazei@tu-dortmund.de
Julia Bear, Stony Brook University, United States | julia.bear@stonybrook.edu
Karola von Lampe, University of Münster, Germany | karola.vonlampe@uni-muenster.de
Teresa Kraft, University of Münster, Germany | teresa.kraft@uni-muenster.de
Kristin Stroop, University of Münster, Germany | kstroop@uni-muenster.de
Joachim Hüffmeier, TU Dortmund University, Germany | joachim.hueffmeier@tu-dortmund.de
Nadja Born, Technical University of Munich, Germany | nborn@mit.edu
Jared Curhan, Massachusetts Institute of Technology, United States | curhan@mit.edu
Hannah Riley Bowles, Harvard Kennedy School, United States | hannah_bowles@hks.harvard.edu
Anoushka Kiyawat, Harvard Business School, United States | akiyawat@hbs.edu
Kayla Zhang, Harvard Business School, United States | kaylazhang@hbs.edu
Erika Kirgios, University of Chicago Booth, United States | erika.kirgios@chicagobooth.edu
Edward Chang, Harvard Business School, United States | ehchang@hbs.edu
Julian Zlatev, Harvard Business School, United States | jzlatev@hbs.edu
Charlotte Townsend, Cornell University, United States | ctownsend@cornell.edu
Laura Kray, University of California, Berkeley, United States | laurakray@berkeley.edu
Solène Delecourt, University of California, Berkeley, United States | solened@berkeley.edu
