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Gender and Negotiator Competitiveness: A Meta-analysis

Walters1, Stuhlmacher, Meyer

  • 1DePaul University

Organizational Behavior and Human Decision Processes
|December 16, 1998
PubMed
Summary

Women tend to be slightly more cooperative in negotiations than men. However, this gender difference in bargaining behavior diminishes under certain communication constraints and strategic conditions.

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Area of Science:

  • Social Psychology
  • Behavioral Economics
  • Negotiation Studies

Background:

  • Extensive research has explored gender differences in bargaining competitiveness, yet consensus remains elusive.
  • Understanding these differences is crucial for effective negotiation and conflict resolution.

Purpose of the Study:

  • To systematically review and synthesize existing research on gender and bargaining competitiveness.
  • To identify factors that may moderate or mediate observed gender differences in negotiation behavior.

Main Methods:

  • A meta-analytic review was conducted, integrating findings from 62 independent research reports.
  • The analysis focused on competitive behavior within dyadic bargaining interactions.

Main Results:

  • A small, statistically significant effect size indicates women are, on average, more cooperative negotiators than men.
  • Gender differences in negotiation behavior were reduced under conditions of restricted communication and abstract bargaining paradigms.
  • Women exhibited significantly greater competitiveness when facing an opponent employing a "tit-for-tat" strategy.

Conclusions:

  • While a slight gender difference favoring female cooperativeness exists, it is often context-dependent.
  • Negotiation environment and opponent strategy play significant roles in shaping gender-based bargaining behavior.

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