Abstract

This article discusses research into the effect of gender role expectations in distributional negotiations. The differences between the gender effects in personally oriented negotiations and those undertaken on behalf of another party are considered. This hypothesis is indicated by research suggesting that community oriented behaviors are feminine while acting on personal agency is considered masculine. The role of anticipated responses, particularly the anticipation of backlash, in determining the gendered aspects of distributional negotiation is explored.

Citation

Amanatullah, Emily, and Michael Morris. "Negotiating gender stereotypes: Other-advocacy reduces social constraints on women in negotiations." Academy of Management Proceedings Meeting Abstract Supp. (August 2008): 1-15.

Each author name for a Columbia Business School faculty member is linked to a faculty research page, which lists additional publications by that faculty member.

Each topic is linked to an index of publications on that topic.