Gender as a Situational Phenomenon in Negotiation

Abstract

We explore how situational factors moderate gender differences in negotiation. We conduct a baseline study with MBA students and 2 experiments with laboratory participants. In Study 1, males (vs. females) report significantly higher performance targets and agreement payoffs within a structurally ambiguous negotiation. Study 2 reveals a significant interaction between gender and structural ambiguity: gender differences (favoring males) in target prices, intended offers and agreement prices are significant under high ambiguity but diminish under low ambiguity. Study 3 produces a significant interaction between gender and representation role (for self vs. other) on prenegotiation expectations: gender differences (favoring males) in target wages and intended offers are greater when negotiators represent themselves vs. others. We conclude with prescriptive implications of this research.