Negotiating While Black
THE NEGOTIATOR'S DESK REFERENCE, Andrea Kupfer Schneider and Christopher Honeyman, eds., Forthcoming
15 Pages Posted: 23 Nov 2015 Last revised: 1 Feb 2017
Date Written: November 21, 2015
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: Suggested Citation