Negotiations Through a Gender Lens
Simmons School of Mgmnt., Center for Gender in Orgs. Working Paper No. 15
11 Pages Posted: 6 Mar 2003
Date Written: May 2002
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: Suggested Citation