Untapped Potential in the Study of Negotiation and Gender Inequality in Organizations

KSG Working Paper No. RWP07-062

Academy of Management Annals, Forthcoming

57 Pages Posted: 13 Jan 2008

See all articles by Hannah Riley Bowles

Hannah Riley Bowles

Harvard University - Harvard Kennedy School (HKS)

Kathleen McGinn

Harvard Business School - Negotiation, Organizations & Markets Unit

Abstract

Negotiation is a process that creates, reinforces, and reduces gender inequality in organizations, yet the study of gender in negotiation has little connection to the study of gender in organizations. We review the literature on gender in job negotiations from psychology and organizational behavior, and propose ways in which this literature could speak more directly to gender inequality in organizations by incorporating insights from research on gender in intra-household and collective bargaining. Taken together, these literatures illuminate how negotiations at the individual, household, and collective levels may contribute to the construction and deconstruction of gender inequality in organizations.

Keywords: Advocacy and Persuasion, Leadership/Conflict Management

Suggested Citation

Bowles, Hannah Riley and McGinn, Kathleen L., Untapped Potential in the Study of Negotiation and Gender Inequality in Organizations. KSG Working Paper No. RWP07-062; Academy of Management Annals, Forthcoming. Available at SSRN: https://ssrn.com/abstract=963134

Hannah Riley Bowles (Contact Author)

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

79 John F. Kennedy Street
Cambridge, MA 02138
United States
617-496-4717 (Phone)
617-496-2850 (Fax)

Kathleen L. McGinn

Harvard Business School - Negotiation, Organizations & Markets Unit ( email )

Soldiers Field
Boston, MA 02163
United States
617-495-6901 (Phone)
617-496-7379 (Fax)

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