Gender as a Situational Phenomenon in Negotiation

41 Pages Posted: 29 Mar 2002

See all articles by Hannah C. Riley

Hannah C. Riley

Harvard University - Harvard Kennedy School (HKS)

Linda Babcock

Carnegie Mellon University - H. John Heinz III School of Public Policy and Management

Date Written: September 2002

Abstract

We explore how situational factors moderate gender differences in negotiation. We conduct a baseline study with MBA students and 2 experiments with laboratory participants. In Study 1, males (vs. females) report significantly higher performance targets and agreement payoffs within a structurally ambiguous negotiation. Study 2 reveals a significant interaction between gender and structural ambiguity: gender differences (favoring males) in target prices, intended offers and agreement prices are significant under high ambiguity but diminish under low ambiguity. Study 3 produces a significant interaction between gender and representation role (for self vs. other) on prenegotiation expectations: gender differences (favoring males) in target wages and intended offers are greater when negotiators represent themselves vs. others. We conclude with prescriptive implications of this research.

Keywords: Gender, negotiation, situation

Suggested Citation

Riley, Hannah C. and Babcock, Linda C., Gender as a Situational Phenomenon in Negotiation (September 2002). IACM 15th Annual Conference; and KSG Working Paper No. RWP02-037. Available at SSRN: https://ssrn.com/abstract=305159 or http://dx.doi.org/10.2139/ssrn.305159

Hannah C. Riley (Contact Author)

Harvard University - Harvard Kennedy School (HKS) ( email )

79 John F. Kennedy Street
Cambridge, MA 02138
United States
617-496-4717 (Phone)
617-496-6337 (Fax)

Linda C. Babcock

Carnegie Mellon University - H. John Heinz III School of Public Policy and Management ( email )

Pittsburgh, PA 15213-3890
United States
412-268-8789 (Phone)
412-268-7036 (Fax)

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