Research Handbook on Gender and Negotiation

by Mara Olekalns, Jessica A. Kennedy

Overview

In this ground-breaking Research Handbook, leading international researchers analyse how negotiators' gender shapes their behaviour and outcomes at the bargaining table, in both work and non-work contexts. World-class experts from the field of negotiation present cutting-edge research on gender and negotiation, highlighting controversies and generating new questions for consideration.

The Research Handbook offers helpful insights to negotiators and forges a path for future research. The first section highlights how gender shapes negotiation within close relationships and identifies informal social rules for how women and men are expected to negotiate, exploring the socialization patterns and historical contexts that produced these norms and the implications for women at the bargaining table. Chapters discuss how underlying negotiation processes such as trust, emotion, communication and non-verbal behaviour are shaped by gender, as well as considering a number of pragmatic solutions to the obstacles women face as self-advocates.

Offering insights for both practitioners and researchers, this Research Handbook will be invaluable to teachers and, also, female professionals who want to understand how to get better outcomes from negotiation. It will also be required reading for HR professionals who wish to understand how and why organizational policies regarding negotiation can level the playing field.

Contributors include: E.T. Amanatullah, J.B. Bear, L. Berg, J.E. Bochantin, H.R. Bowles, T.H. Burns, A. Dickson, A.L. Elias, K.R. Gallagher, B.A. Gazdag, M.P. Haselhuhn, H. Jazaieri, J.A. Kennedy, S. Kesebir, D. Kolb, L.J. Kray, C.T. Kulik, S.Y. Lee, M. Liu, B.A. Livingston, S. Mor, M. Olekalns, J. Overbeck, M. Pillutla, T.L. Pittinsky, J. Qiu, L. Ramic-Mesihovic, I.Y. Ren, S.W. Ryu, A. Sabanovic, Z. Semnani-Azad, W. Shan, R. Sinha, A.F. Stuhlmacher, N.R. Toosi, C. Trombini, J. Wareham, L. Zervos

Product Details

ISBN-13:	9781788976756
Publisher:	Edward Elgar Publishing
Publication date:	07/31/2020
Series:	Research Handbooks in Business and Management series
Pages:	392
Product dimensions:	6.12(w) x 9.25(h) x (d)

About the Author

Edited by Mara Olekalns, Professor of Management (Negotiation), Melbourne Business School, Australia and Jessica A. Kennedy, Associate Professor of Management, Owen Graduate School of Management, Vanderbilt University, US

Table of Contents

Contents:

Foreword
Linda Putnam

Introduction
1. Spheres of Influence: Unpacking Gender Differences in Negotiation
Mara Olekalns and Jessica A. Kennedy

Friends, Families, Work: Negotiating in Long-Term Relationships
2. Keeping Our Friends Close: Friendship Maintenance Through the Roles of Gender and Negotiation
Kaitlyn R. Gallagher, Tatem H. Burns, and Alice F. Stuhlmacher

3. Gender and Spousal Negotiation
Beth Livingston and Seung Whan Ryu

4. Gender, Work-Family Negotiations, and Caregiving Ambition
Julia Bear and Tod Pittinsky

5. “Superhero” Rhetoric versus Empathic Communication: How Male and Female First Responders Negotiate Work-Life
Jaime Bochantin and Ashleigh Dickson

Bounded Negotiations: Gendered Norms as Constraints
6. Deception in Negotiations: The Unique Role of Gender
Hooria Jazaieri and Laura J. Kray

7. Same-Sex Peer Norms: Implications for Gender Differences in Negotiation
Selin Kesebir, Sun Young Lee, Judy Qiu, and Madan Pillutla

8. Role Salience and Context: The Example pf Negotiation Dyad Gender Composition
Alice F. Stuhlmacher and Lauren S. Zervos

9. Gender and Bargaining Power in Historical Context
Allison L. Elias

Behind-the-Scenes: Gender Differences in Underlying Processes
10. Gender and Trust
Michael P. Haselhun

11. Anger and Anxiety in Masculine-Stereotypic and Male-Dominated (MSMD) Negotiating Contexts: Affect and the Study of Gender in Negotiation
Chiara Trombini, Logan A. Berg, and Hannah Riley Bowles

12. The Unspoken Language of Power: Interpersonal Dynamics of Nonverbal Behaviour in Mixed-Gender Negotiations
Justin D. Wareham and Jennifer R. Overbeck

13. Gender, Communication, and Negotiation
Meina Liu and Isabelle Yi Ren

14. How Culture and Race Shape Gender Dynamics in Negotiation
Negin R. Toosi, Zhaleh Semnani-Azad, Wen Shan, Shira Mor, and Emily T. Amanatullah

Stronger Self-Advocates: Persisting Despite Disruptions and Setbacks
15. Negotiating Political Agency in Bosnia-Herzegovina
Deborah M. Kolb, Leyla Ramic-Mesihovic, and Anida Sabanovic

16. Women-Focused Negotiation Training: A Gendered Solution to a Gendered Problem
Carol T. Kulik, Ruchi Sinha, and Mara Olekalns

17. What Does ‘Bouncing Back’ Mean? Defining the Role of Resilience in Gender and Negotiations
Brooke A. Gazdag

Conclusion
18. Shifting Directions in Gender and Negotiation: From Understanding Women toward Understanding their Counterparts
Jessica A. Kennedy and Mara Olekalns

Index

Editorial Reviews

'Negotiation is an act of balancing between cooperating to create value and competing to claim it. In many negotiation contexts, being a female negotiator adds a second dimension to balance. If a female negotiator internalizes gender stereotypes, she may be less able to engage in the agentic competitive behaviors necessary to protect her interests and claim value. If she rejects gender stereotypes, she may face backlash. This Handbook reviews the research that identifies when and how female negotiators can adjust these balances in their favor.'

Jeanne Brett

‘This book makes a fabulous contribution to our understanding of the role of gender in negotiations, highlighting the contextual and situational forces that influence the negotiation process. A wonderful exploration of the burgeoning research in this field and a call to action for future inquiry.’

Linda C. Babcock

'This Research Handbook gathers research by top scholars across disciplines to provide a depth of insight that is unparalleled, shedding much needed light on the complex role of gender in personal and professional negotiations. By concurrently focusing on the social context, interpersonal dynamics, and individual characteristics of negotiators, the Research Handbook provides an agenda for future research and suggestions for what people and institutions can do to level the playing field. It will be the go-to resource for years to come.'

Laurie R. Weingart

'This book makes a fabulous contribution to our understanding of the role of gender in negotiations, highlighting the contextual and situational forces that influence the negotiation process. A wonderful exploration of the burgeoning research in this field and a call to action for future inquiry.'
—Linda C. Babcock, Carnegie Mellon University, US

'This Research Handbook gathers research by top scholars across disciplines to provide a depth of insight that is unparalleled, shedding much needed light on the complex role of gender in personal and professional negotiations. By concurrently focusing on the social context, interpersonal dynamics, and individual characteristics of negotiators, the Research Handbook provides an agenda for future research and suggestions for what people and institutions can do to level the playing field. It will be the go-to resource for years to come.'
—Laurie R. Weingart, Carnegie Mellon University, US

'Negotiation is an act of balancing between cooperating to create value and competing to claim it. In many negotiation contexts, being a female negotiator adds a second dimension to balance. If a female negotiator internalizes gender stereotypes, she may be less able to engage in the agentic competitive behaviors necessary to protect her interests and claim value. If she rejects gender stereotypes, she may face backlash. This Handbook reviews the research that identifies when and how female negotiators can adjust these balances in their favor.'
—Jeanne Brett, Northwestern University, US

From the Publisher