Race and Negotiation Performance
Dispute Resolution Magazine, Vol. 8, p. 22, Fall 2001
21 Pages Posted: 1 May 2007
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: Suggested Citation