The Impact of Gender on Negotiation Performance

Cardozo Journal of Conflict Resolution, Vol 13:339, 2013

22 Pages Posted: 23 Mar 2013

See all articles by Charles B. Craver

Charles B. Craver

George Washington University - Law School

Date Written: March 21, 2013

Abstract

Individuals occasionally assume that women cannot negotiate as effectively as men, and when persons in positions of authority have such thoughts, it may induce them to discriminate against women when making employment decisions. In this article we explore the way in which men and women interact with others and the possible impact of behaviorial differences on negotiation performance. I describe how my Legal Negotiation course is taught, and compare the results achieved by men and women on the negotiation exercises assigned in my course. Over the past sixteen years, I have not had a single year in which there has been a statistically significant difference with respect to the average results or standard deviations pertaining to the male and female students.

Suggested Citation

Craver, Charles B., The Impact of Gender on Negotiation Performance (March 21, 2013). Cardozo Journal of Conflict Resolution, Vol 13:339, 2013. Available at SSRN: https://ssrn.com/abstract=2237442

Charles B. Craver (Contact Author)

George Washington University - Law School ( email )

2000 H Street, N.W.
Washington, DC 20052
United States

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