Negotiating While Black

THE NEGOTIATOR'S DESK REFERENCE, Andrea Kupfer Schneider and Christopher Honeyman, eds., Forthcoming

Texas A&M University School of Law Legal Studies Research Paper No. 17-08

15 Pages Posted: 23 Nov 2015 Last revised: 1 Feb 2017

See all articles by Michael Z. Green

Michael Z. Green

Texas A&M University School of Law

Date Written: November 21, 2015

Abstract

With America’s increasing multicultural population and some purported beliefs that we have approached a post-racial society, the ability to recognize that race still matters is an important factor in negotiations. This paper attempts to capture and describe as much of the key literature and cases as recently as of July 2015 that identify the unique experiences for black persons in negotiation. The paper uses a workplace hypothetical and aspects of critical race analysis regarding covering and stereotype threat to make some suggestions to address these challenges especially in salary negotiations.

Keywords: negotiation, race, workplace, salary, discrimination, hiring, employment

JEL Classification: J33, J41, J63, J71, K31, K42, M14, M51, M52, Z10

Suggested Citation

Green, Michael Z., Negotiating While Black (November 21, 2015). THE NEGOTIATOR'S DESK REFERENCE, Andrea Kupfer Schneider and Christopher Honeyman, eds., Forthcoming; Texas A&M University School of Law Legal Studies Research Paper No. 17-08. Available at SSRN: https://ssrn.com/abstract=2694160 or http://dx.doi.org/10.2139/ssrn.2694160

Michael Z. Green (Contact Author)

Texas A&M University School of Law ( email )

1515 Commerce Street
Fort Worth, TX 76102
United States
817-212-4140 (Phone)
817-212-3965 (Fax)

HOME PAGE: http://law.tamu.edu/Faculty/FacultyProfiles/MichaelZ.Green.aspx

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