Race and Negotiation Performance

21 Pages Posted: 1 May 2007

See all articles by Charles B. Craver

Charles B. Craver

George Washington University - Law School

Abstract

This article explores the correlation between race and negotiation performance with respect to the results achieved on Negotiation course exercises. It initially discusses empirically established differences between whites and blacks that might influence bargaining encounters, and then examines nine years of data in my Negotiation class. It is interesting to note that no statistically significant differences were found between black and white student negotiation results. This article is significant, because it counteracts the apparent belief among African-American athletes that white agents should do better when they negotiate with team owners who are usually white than black agents.

Keywords: Race, Negotiation Performance

JEL Classification: K40

Suggested Citation

Craver, Charles B., Race and Negotiation Performance. Dispute Resolution Magazine, Vol. 8, p. 22, Fall 2001 ; GWU Law School Public Law Research Paper No. 269; GWU Legal Studies Research Paper No. 269. Available at SSRN: https://ssrn.com/abstract=983779

Charles B. Craver (Contact Author)

George Washington University - Law School ( email )

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

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