Logo Logo

Gender Stereotypes and Negotiation performance: An Examination of Theory and Research

Abstract

Whether gender differences exist at the negotiation table is a timeless question. To address this question, we identify five major theoretical perspectives attempting to account for gender differences at the bargaining table. We distinguish these theoretical perspectives on the basis of the origin of gender differences and the research questions they address. A common thread that runs through each perspective is the gender stereotype, which presumes masculine skills are more valuable at the bargaining table than feminine skills. We then consider the empirical support for this basic assumption as approached by each theoretical perspective. Our review includes the two dominant bargaining paradigms identified by Nash (1950), cooperative and non-cooperative (e.g. prisoner's dilemmas) negotiations and non-interactive and group-level tasks. We then look forward by identifying a research agenda on this timely question for the new millennium.

Type

Book Chapter

Author(s)

Laura J. Kray, Leigh Thompson

Date Published

2005

Citations

Kray, J. Laura, and Leigh Thompson. 2005. Gender Stereotypes and Negotiation performance: An Examination of Theory and Research. 26

KELLOGG INSIGHT

Explore leading research and ideas

Find articles, podcast episodes, and videos that spark ideas in lifelong learners, and inspire those looking to advance in their careers.
learn more

COURSE CATALOG

Review Courses & Schedules

Access information about specific courses and their schedules by viewing the interactive course scheduler tool.
LEARN MORE

DEGREE PROGRAMS

Discover the path to your goals

Whether you choose our Full-Time, Part-Time or Executive MBA program, you’ll enjoy the same unparalleled education, exceptional faculty and distinctive culture.
learn more