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Faculty Research Working Paper Series
Hannah Riley Bowles
Senior Lecturer in Public Policy
phone: (617)496-4717
fax: (617)496-2850
When Does Gender Matter in Negotiation?
Riley, Hannah and Kathleen L. McGinn. "When Does Gender Matter in Negotiation?" KSG Faculty Research Working Papers Series RWP02-036, September 2002.
We propose that two situational dimensions moderate gender effects in negotiation. Structural ambiguity refers to potential variation in a party’s perception of the bargaining range and appropriate standards for agreement. Gender triggers are situational factors that make gender salient and relevant to behavior or expectations. Based on a review of field and experimental data and social psychological theory on individual difference, we explain how structural ambiguity and gender triggers make negotiations ripe for gender effects.



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