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Explaining gender differences in negotiation: A close replication of Amanatullah and Morris (2010)
Jens Mazei1, Julia B Bear2, Rebecca Schaumberg3
1Department of Psychology, TU Dortmund University.
Journal of Experimental Psychology. General
|January 15, 2026
Summary
This study replicated research on gender differences in negotiation. It found that women, not men, rated their negotiation style as less competitive when negotiating for themselves, impacting salary requests.
Area of Science:
- Psychology
- Gender Studies
- Organizational Behavior
Background:
- Previous research suggested women anticipate more backlash and request lower salaries than men when negotiating for themselves.
- The original study had limitations including low statistical power and a lack of close replication.
- Divergent results in related research necessitated further investigation.
Purpose of the Study:
- To conduct a close replication of Amanatullah and Morris's (2010) study on gender differences in negotiation.
- To examine the interaction effect of gender and advocacy on anticipated backlash and salary requests.
- To explore gender differences in negotiation style and verbal statements.
Main Methods:
- A close replication study with a total sample size (N) of 517 participants.
- Statistical analysis to test for Gender × Advocacy interactions on anticipated backlash and salary requests.
- Assessment of negotiation style and chosen verbal statements.
Main Results:
- No significant Gender × Advocacy interaction was found for anticipated backlash and salary requests.
- A main effect of gender on salary requests was observed, mediated by anticipated backlash.
- Women rated their negotiation style as less competitive than men when negotiating for themselves, consistent with the original study.
Conclusions:
- The findings challenge the original study's interaction effect regarding gender and advocacy in negotiation.
- Gender differences in salary requests appear to be mediated by anticipated backlash.
- The study contributes to understanding gender dynamics in negotiation and its implications for workplace success.
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