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Gender differences in the initiation of negotiations: A meta-analysis
Katharina G Kugler1, Julia A M Reif1, Tamara Kaschner1
1Department of Psychology, Ludwig-Maximilians-Universitaet Muenchen.
Psychological Bulletin
|December 15, 2017
Summary
Women are less likely to initiate negotiations than men, but this gender gap narrows in specific situations. Contextual factors, not societal gender inequality, significantly influence negotiation initiation behavior.
Area of Science:
- Social Psychology
- Organizational Behavior
- Gender Studies
Background:
- Gender disparities in resource distribution are linked to differences in negotiation initiation.
- Previous research on this topic has produced inconsistent findings.
Purpose of the Study:
- To conduct a meta-analysis on gender differences in negotiation initiation.
- To examine how situational and societal factors moderate these differences, guided by social role theory.
Main Methods:
- Meta-analysis of 55 effect sizes from 17,504 participants (students and employees).
- Employed random-effects models for overall effect and mixed-effects models/metaregressions for moderator analyses.
Main Results:
- Women initiate negotiations less frequently than men (g = 0.20).
- Gender differences were smaller in low-ambiguity situations and when cues aligned with female gender roles.
- The gap decreased over time (1977-2016) but was not related to national gender inequality.
Conclusions:
- Gender differences in negotiation initiation are statistically significant but small and highly context-dependent.
- Situational factors play a crucial role in moderating the gender gap in negotiation initiation.
- Understanding these contextual mechanisms can inform interventions to promote more equitable negotiation behaviors.
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