Gender, Risk Taking, and Negotiation Performance

54 Pages Posted: 1 May 2006

See all articles by Charles B. Craver

Charles B. Craver

George Washington University - Law School

David W. Barnes

Seton Hall University - School of Law

Abstract

Over the past three decades, the number of women entering the legal profession has increased substantially. Despite significant expansion in the number of female law students and legal practitioners, many individuals, including both legal employers and academics, stereotypically think that male and female attorneys behave differently in critical situations. These individuals suspect that female attorneys are less successful negotiators than their male counterparts. This article explores this assumption by empirically testing the relative abilities of men and women to perform successfully on negotiation exercises. It concludes that there is no significant difference in the relative abilities of men and women to achieve beneficial results for their clients and discusses how this research relates to women in the legal profession generally.

Keywords: legal profession, negotiation skills, empirical analysis, gender discrimination

Suggested Citation

Craver, Charles B. and Barnes, David W., Gender, Risk Taking, and Negotiation Performance. Michigan Journal of Gender & Law, Vol. 5, p. 299, 1999; Seton Hall Public Law Research Paper No. 899787. Available at SSRN: https://ssrn.com/abstract=899787

Charles B. Craver

George Washington University - Law School ( email )

2000 H Street, N.W.
Washington, DC 20052
United States

David W. Barnes (Contact Author)

Seton Hall University - School of Law ( email )

One Newark Center
Newark, NJ 07102
United States
201-709-8829 (Phone)
973-642-8194 (Fax)

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