Gendered Differences in Negotiation: Advancing an Understanding of Sources, Effects, and Awareness

Authors

Stacy M. Roberts, Court Administrative Office, Utah

Abstract

Conversations about gendered differences in negotiation have been around for decades. However, recent research about these gendered differences is expanding our understanding of gender stereotypes and role expectations in negotiation. This article reviews some of this research and discusses how awareness of gendered differences can be advantageous to both male and female negotiators.

One's self-identity hinges on more than just gender; for example, cultural values, economic class, ethnic origin, geographic location, group affiliations, hobbies, language and dialect, national citizenship, occupation, personal values, race, religion, self-interests, sexual orientation, social status, etc., also play parts in forming one's self identity. These factors also affect negotiation. This article, however, focuses on gender and its effect on negotiation. This article argues that gendered differences in negotiation are ubiquitous, often largely invisible (especially to men), and not well understood. These gendered differences have roots in our biology and our acculturation. These differences produce implicit bias, gender stereotypes, and role expectations, which create differences in negotiation styles, strategies, and outcomes. This article concludes with tools that male and female negotiators can use to negotiate more effectively.

Disciplines

Criminal Law | Criminal Procedure | Dispute Resolution and Arbitration | Law | Law and Gender

Recommended Citation

Stacy M. Roberts, Gendered Differences in Negotiation: Advancing an Understanding of Sources, Effects, and Awareness, 18 Cardozo J. Conflict Resol. 71 (2016).
Available at: https://larc.cardozo.yu.edu/cjcr/vol18/iss1/5