Gendered Organizational Order and Negotiations Research

Sondak, Harris; Stuhlmacher, Alice F.

doi:10.1111/j.1750-4716.2008.00031.x

Cited by 3 publications

(3 citation statements)

References 46 publications

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“…Thus, consistent with previous writings (Kolb, 2012;Kolb and McGinn, 2009;Sondak and Stuhlmacher, 2009), we encourage the incorporation of belief systems and culture patterns into future work. These can be accommodated within the social role framework and would likely include broadening the negotiation context of study.…”

Section: System Factorssupporting

confidence: 82%

Gender and negotiation: a social role analysis

Stuhlmacher¹,

Linnabery²

2013

Handbook of Research on Negotiation

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Individual differences in negotiation and conflict attract attention, and gender, one of these differences, has emerged as an area of particular importance. The significance of gender in negotiation is due to the salience of male and female roles in society as well as the concern that negotiation gaps foster inequities between men and women in the workplace and other social spheres (Bowles and McGinn, 2008a). Our chapter overviews major research findings relating to how and why women, on average, experience negotiation differently than men. We use social role theories as an organizing framework to summarize findings.We also review contextual and environmental factors to consider in interpreting these findings. Social role theories clarify areas that enhance or ameliorate gender differences. Through this lens we review work on communication mode, negotiation tasks, framing, stereotype threat, advocacy roles, and ambiguity. In addition to considering workplace negotiations, we incorporate discussions of gendered negotiations at home, with family, in political settings, and in negotiation ethics. We conclude with ideas relating to future research. Although many thoughtful reviews have emerged relating to gender and negotiation (e.g., Bowles, in press; Bowles

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Section: System Factorssupporting

confidence: 82%

Gender and negotiation: a social role analysis

Stuhlmacher¹,

Linnabery²

2013

Handbook of Research on Negotiation

Self Cite

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“…This meta-analysis suggests that women's greater sensitivity to social outcomes is not the sole explanation for their poorer economic performance in negotiations. It is not what women do but when and where they do it that affects their social and economic outcomes (Sondak & Stuhlmacher, 2009). This shift in perspective has generated a greater research focus on the context within which negotiations take place, with the goal of better understanding when and how woman can negotiate without incurring either social or economic costs.…”

Section: The Gender Dilemmamentioning

confidence: 99%

Negotiating the Gender Divide

Kulik

Olekalns

2011

Journal of Management

104

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Employment relationships are increasingly personalized, with more employment conditions open to negotiation. Unfortunately, personalization may disadvantage members of some demographic groups. Women, in particular, routinely negotiate less desirable employment terms than men do. The gender gap in employment outcomes is frequently attributed to differences in the ways that men and women negotiate. The authors review the negotiation research demonstrating that women are disadvantaged in negotiations and the organizational behavior research examining the backlash experienced by agentic women. They use the stereotype content model and expectancy violation theory to explain why "best practice" negotiation behaviors benefit male negotiators but backfire for female negotiators. Gender-counternormative behaviors create negative expectancy violations for women, generating backlash and negatively affecting women's outcomes. The authors' integration suggests two distinct avenues for enhancing women's negotiation outcomes. The first strategy set ensures that agentic negotiation behaviors stay below a negotiation partner's threshold for perceiving negative violations; the second strategy set ensures that behaviors signaling warmth and likeability exceed a partner's threshold for perceiving positive violations.

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“…We focus on three aspects of the negotiation context that have been found to significantly influence a female's negotiation outcomes, that are important from the viewpoint of social role theory, upon which we base our research model (Sondak & Stuhlmacher, ; Stuhlmacher & Linnabery, ), and that we will argue are related to the relative salience of females’ gender versus negotiator roles. The first aspect, which is perhaps the most important because it can be a matter of choice, is the medium over which negotiation occurs, and we compare instant messaging to audio.…”

Section: Introductionmentioning

confidence: 99%

The Influences of Media, Power, and Male Communication on Concession Making by Females during Negotiations

2017

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Research indicates that females' economic negotiated outcomes are generally worse than those of males. However, this research has also noted several circumstances when females' economic outcomes are at least as good as those of males. In the present study, we explore this equivocal pattern of outcomes with a focus on concessions that females make as they negotiate with males over two media, audio and instant messaging (IM). We proposed and tested a model to explain these concessions and how they are influenced by elements of the negotiation context, including the medium, resource power, and the degree that positive affect is communicated by males to females. Our predictions are based on role congruity theory. We predicted and found that females tend to have poorer economic negotiated outcomes due to greater concession making when they use an audio rather than IM media and when they have more resource power. In addition, we found that females tend to fare poorer economically with the combination of having more resource power and negotiating using audio, than would be expected based on the simple sum of the effects of resource power and using audio. Finally, we found that when females have resource power and positive affect is communicated by their male partners, females tend to fare better economically. These findings suggest choices that both females and males can make so as to enhance their economic outcomes. For example, when they can choose the negotiation medium, females should choose to negotiate over IM rather than audio, while males should choose audio rather than IM.

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Gendered Organizational Order and Negotiations Research

Cited by 3 publications

References 46 publications

Gender and negotiation: a social role analysis

Gender and negotiation: a social role analysis

Negotiating the Gender Divide

The Influences of Media, Power, and Male Communication on Concession Making by Females during Negotiations

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