Research Handbook on Gender and Negotiation

Research Handbooks in Business and Management series

Edited by Mara Olekalns, Professor of Management (Negotiation), Melbourne Business School, Australia and Jessica A. Kennedy, Associate Professor of Management, Owen Graduate School of Management, Vanderbilt University, US

In this groundbreaking Research Handbook, leading international researchers analyse how negotiators’ gender shapes their behaviour and outcomes at the bargaining table, in both work and non-work contexts. World-class experts from the field of negotiation present cutting-edge research on gender and negotiation, highlighting controversies, and generating new questions for consideration. In so doing, this Research Handbook offers helpful insights to negotiators and forges a path for future research.

‘This book is an excellent summary of the work and research done
up to this point and will serve as a wonderful reference, with its extraordinary amount of knowledge gathered in one place. Moreover, with clear research agendas for the future outlined by the volume’s contributors, the pathways for needed empirical work are mapped out for the next generation of scholars. Like many of us working in this field, I look forward to the next round of research that can push society past individual fixes and into the structural change that is needed to create, as the editors outline, a more equitable society.’
——Negotiat Andrea Kupfer施耐德ion Journal

‘This book makes a fabulous contribution to our understanding of the role of gender in negotiations, highlighting the contextual and situational forces that influence the negotiation process. A wonderful exploration of the burgeoning research in this field and a call to action for future inquiry.’
– Linda C. Babcock, Carnegie Mellon University, US

'This Research Handbook gathers research by top scholars across disciplines to provide a depth of insight that is unparalleled, shedding much needed light on the complex role of gender in personal and professional negotiations. By concurrently focusing on the social context, interpersonal dynamics, and individual characteristics of negotiators, the Research Handbook provides an agenda for future research and suggestions for what people and institutions can do to level the playing field. It will be the go-to resource for years to come.'
– Laurie R. Weingart, Carnegie Mellon University, US

'Negotiation is an act of balancing between cooperating to create value and competing to claim it. In many negotiation contexts, being a female negotiator adds a second dimension to balance. If a female negotiator internalizes gender stereotypes, she may be less able to engage in the agentic competitive behaviors necessary to protect her interests and claim value. If she rejects gender stereotypes, she may face backlash. This Handbook reviews the research that identifies when and how female negotiators can adjust these balances in their favor.'
– Jeanne Brett, Northwestern University, US