Overview

In this ground-breaking Research Handbook, leading international researchers analyse how negotiators' gender shapes their behaviour and outcomes at the bargaining table, in both work and non-work contexts. World-class experts from the field of negotiation present cutting-edge research on gender and negotiation, highlighting controversies and generating new questions for consideration. The Research Handbook offers helpful insights to negotiators and forges a path for future research. The first section highlights how gender shapes negotiation within close relationships and identifies informal social rules for how women and men are expected to negotiate, exploring the socialization patterns and historical contexts that produced these norms and the implications for women at the bargaining table. Chapters discuss how underlying negotiation processes such as trust, emotion, communication and non-verbal behaviour are shaped by gender, as well as considering a number of pragmatic solutions to the obstacles women face as self-advocates. Offering insights for both practitioners and researchers, this Research Handbook will be invaluable to teachers and, also, female professionals who want to understand how to get better outcomes from negotiation. It will also be required reading for HR professionals who wish to understand how and why organizational policies regarding negotiation can level the playing field. Contributors include: E.T. Amanatullah, J.B. Bear, L. Berg, J.E. Bochantin, H.R. Bowles, T.H. Burns, A. Dickson, A.L. Elias, K.R. Gallagher, B.A. Gazdag, M.P. Haselhuhn, H. Jazaieri, J.A. Kennedy, S. Kesebir, D. Kolb, L.J. Kray, C.T. Kulik, S.Y. Lee, M. Liu, B.A. Livingston, S. Mor, M. Olekalns, J. Overbeck, M. Pillutla, T.L. Pittinsky, J. Qiu, L. Ramic-Mesihovic, I.Y. Ren, S.W. Ryu, A. Sabanovic, Z. Semnani-Azad, W. Shan, R. Sinha, A.F. Stuhlmacher, N.R. Toosi, C. Trombini, J. Wareham, L. Zervos

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9781788976756

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Reviews

'This Research Handbook gathers research by top scholars across disciplines to provide a depth of insight that is unparalleled, shedding much needed light on the complex role of gender in personal and professional negotiations. By concurrently focusing on the social context, interpersonal dynamics, and individual characteristics of negotiators, the Research Handbook provides an agenda for future research and suggestions for what people and institutions can do to level the playing field. It will be the go-to resource for years to come.' -- Laurie R. Weingart, Carnegie Mellon University, US 'Negotiation is an act of balancing between cooperating to create value and competing to claim it. In many negotiation contexts, being a female negotiator adds a second dimension to balance. If a female negotiator internalizes gender stereotypes, she may be less able to engage in the agentic competitive behaviors necessary to protect her interests and claim value. If she rejects gender stereotypes, she may face backlash. This Handbook reviews the research that identifies when and how female negotiators can adjust these balances in their favor.' -- Jeanne Brett, Northwestern University, US

Author Information

Edited by Mara Olekalns, Professor of Management (Negotiation), Melbourne Business School, Australia and Jessica A. Kennedy, Associate Professor of Management, Owen Graduate School of Management, Vanderbilt University, US

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