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Constraints and Triggers: Situational Mechanics of Gender in Negotiation

  • Bowles, Hannah Riley

    (Harvard U)

  • Babcock, Linda

    (Carnegie Mellon U)

  • McGinn, Kathleen L.

    (Harvard U)

Registered author(s):

    Authors propose two categories of situational moderators of gender in negotiation: situational ambiguity and gender triggers. Reducing the degree of situational ambiguity constrains the influence of gender on negotiation. Gender triggers prompt divergent behavioral responses as a function of gender. Field and lab studies (1 and 2) demonstrate that decreased ambiguity in the economic structure of a negotiation (structural ambiguity) reduces gender effects on negotiation performance. Study 3 shows representation role (negotiating for self or other) functions as a gender trigger by producing a greater effect on female than male negotiation performance. Study 4 shows decreased structural ambiguity constrains gender effects of representation role, suggesting situational ambiguity and gender triggers work in interaction to moderate gender effects on negotiation performance. (This paper is a revision of RWP02-037.)

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    Paper provided by Harvard University, John F. Kennedy School of Government in its series Working Paper Series with number rwp05-051.

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    Date of creation: Sep 2005
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    Handle: RePEc:ecl:harjfk:rwp05-051
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    1. Heckman, James, 2013. "Sample selection bias as a specification error," Applied Econometrics, Publishing House "SINERGIA PRESS", vol. 31(3), pages 129-137.
    2. White, Sally Blount & Neale, Margaret A., 1994. "The Role of Negotiator Aspirations and Settlement Expectancies in Bargaining Outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 57(2), pages 303-317, February.
    3. Croson, Rachel & Mnookin, Robert H, 1997. "Does Disputing through Agents Enhance Cooperation? Experimental Evidence," The Journal of Legal Studies, University of Chicago Press, vol. 26(2), pages 331-45, June.
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