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A meta-analysis on gender differences in negotiation outcomes and their moderators
Jens Mazei1, Joachim Hüffmeier2, Philipp Alexander Freund3
1Department of Psychology, University of Münster.
Psychological Bulletin
|November 25, 2014
Summary
Men tend to achieve better economic negotiation outcomes than women. However, these gender differences in negotiation performance are context-dependent and can be reduced or reversed by factors like experience and information.
Area of Science:
- Social Psychology
- Organizational Behavior
- Behavioral Economics
Background:
- Role congruity theory suggests negotiation behaviors align more with male gender roles, potentially disadvantaging women.
- Existing research indicates gender disparities in economic negotiation outcomes, but contextual influences are underexplored.
Purpose of the Study:
- To meta-analytically investigate gender differences in economic negotiation outcomes.
- To examine how person-based, situation-based, and task-based factors moderate these gender differences.
- To test the role congruity theory's predictions regarding gender and negotiation.
Main Methods:
- A meta-analysis synthesizing 123 effect sizes from studies with a total of 10,888 participants (students and businesspeople).
- Multilevel modeling was employed to analyze the aggregated data and identify moderator effects.
- Inclusion criteria focused on studies reporting effect sizes for gender differences in economic negotiation outcomes.
Main Results:
- On average, men achieved significantly better economic negotiation outcomes than women.
- Contextual factors substantially moderated gender differences: experience, bargaining range information, and negotiating for others reduced the male advantage.
- Gender differences were reversed in situations with low role incongruity for women.
Conclusions:
- Gender differences in economic negotiation outcomes are not absolute but are highly context-specific.
- Situational and individual factors can mitigate or even reverse traditional gender disparities in negotiations.
- Findings have implications for understanding workplace gender inequality and developing targeted interventions.
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