Negotiation Journal, Vol. 25, p. 233, 2009
21 Pages Posted: 2 May 2009
Date Written: May 1, 2009
Research evidence across a number of disciplines and fields has shown that women can encounter both social and financial backlash when they behave assertively, for example, by asking for resources at the bargaining table. But this backlash appears to be most evident when a gender stereotype that prescribes communal, nurturing behavior by women is activated. In situations in which this female stereotype is suppressed, backlash against assertive female behavior is attenuated. We review several contexts in which stereotypic expectations of females are more dormant or where assertive behavior by females can be seen as normative. We conclude with prescriptions from this research that suggest how women might attenuate backlash at the bargaining table and with ideas about how to teach these issues of gender and backlash to student populations in order to make students, both male and female, more aware of their own inclination to backlash and how to rectify such inequities from both sides of the bargaining table.
Keywords: negotiation, gender, identity, power, culture
JEL Classification: K4, K40, K49
Suggested Citation: Suggested Citation
Tinsley, Catherine H. and Cheldelin, Sandra I. and Schneider, Andrea Kupfer and Amanatullah, Emily T., Women at the Bargaining Table: Pitfalls and Prospects (May 1, 2009). Negotiation Journal, Vol. 25, p. 233, 2009; Marquette Law School Legal Studies Paper No. 09-19. Available at SSRN: https://ssrn.com/abstract=1397699