The role of gender in negotiation.(2011)

摘要: At the negotiation table, does being male or female matter? This question has important implications, especially if the answer is “yes,” as women and men negotiate over larger (eg, compensation, condominium purchases) issues, as well as everyday issues (eg, weekly work schedules, children’s bedtimes). We examine the idea of gender, identify the answer to whether gender within negotiation matters, and draw on previous empirical and theoretical reviews and more contemporary research to explain why and when gender matters in negotiation. We conclude this chapter with practical advice related to gender in negotiations.