Negotiations Through a Gender Lens

Simmons School of Mgmnt., Center for Gender in Orgs. Working Paper No. 15

11 Pages Posted: 6 Mar 2003

See all articles by Deborah Kolb

Deborah Kolb

Simmons College - Graduate School of Management

Date Written: May 2002

Abstract

Traditional views of gender in negotiation focus on differences between men and women. Even though the focus is presumably on men and women, it is really only women who are implicated - they are either similar to men or difference from them. Using a different perspective, it is possible to use gender as a lever into negotiation processes. Specifically, a gender lens highlights: the challenges of social position; the ways gender and legitimacy are negotiated in bargaining interactions and the possibilities for transformative outcomes.

Keywords: Gender, negotiation, transformation, social position, gender frameworks

JEL Classification: J7, J3

Suggested Citation

Kolb, Deborah, Negotiations Through a Gender Lens (May 2002). Simmons School of Mgmnt., Center for Gender in Orgs. Working Paper No. 15. Available at SSRN: https://ssrn.com/abstract=314462 or http://dx.doi.org/10.2139/ssrn.314462

Deborah Kolb (Contact Author)

Simmons College - Graduate School of Management ( email )

409 Commonwealth Avenue
Boston, MA 02215
United States
617-521-3871 (Phone)
617-521-3878 (Fax)

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