Abstract
This literature review helps explain the impact gender has on negotiations. The discussion encompassed in this review will include the impact of gender stereotypes on negotiation, continuing to how these stereotypes and other gender-related issues impact salary negotiations. It will also analyze how men and women approach negotiation with the same and opposite sex and will include a discussion on gender expectations brought about by cultural differences. It will conclude with summarized findings, inconsistencies in research, shortcomings of methodology, and direction for future research. This review’s findings are sourced from articles, academic journals, theses, and web pages. The research concluded that stereotypes do play a role in determining how people negotiate with their opposition by leveraging their position and preconceived gender-based personality traits. It also concludes that the gender pay gap can, in part, be explained by the negotiation process of salary. This is due to males dominating executive-level positions. Furthermore, men and women interact differently and achieve different outcomes depending on the gender they’re negotiating with, uniformly in favor of males. Lastly, culture also plays a role in creating gender-based stereotypes and negotiation results differ significantly from country to country due to different cultural norms and practices. It has been found, with little uncertainty, that gender does play a significant role in negotiation outcomes. A direction for future research would be to explore gender as a non-binary construct and determine negotiation outcomes across a spectrum, as well as cross-analyzing gender with other individual circumstances.
Highlights
Gender Differences in WorkplaceGender stereotypes have existed since the beginning of Negotiations: A Literature Review time
2001)? By assessing gender stereotypes, salary negotiations, women behave and in how they are expected to behave gender composition at the bargaining table, and the role of (Kray & Thompson,2004). These beliefs play a role in the culture, this literature review explores the influence of gender negotiation process and can likely impact how the discussions in business negotiations
Gender affects negotiation performance and outcomes performance outcomes from others based on firmly held core in the workplace
Summary
Women are more sensitive to non-verbal differences are proven to be true which can explain some of cues in conversation than men are (Craver, 2020). While there is evidence that competence and are compared more often to their male suggests women are less inclined to negotiate assertively for equivalents since they are marked as different due to their their gains, some studies suggest that it may be due to a social role incongruity and are seen as deviant as they “do lack of confidence in women This is not entirely gender differently” (Appelbaum et al, 2019). Approaching the adolescence, conform to the cultural definition of male and subject from the view of focal negotiator-based gender female traits because it is easier to assimilate society’s differences, there are clear distinctions in how men and women stereotypical norms” (Appelbaum et al, 2019). Key differences between boys and girls 1) Men are more aggressive than women 2) Women are more verbal than men 3) Men are more quantitative than women
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