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Chapter Fourteen: Individual Differences I: Gender and Negotiation
Chapter Fourteen: Individual Differences I: Gender and Negotiation
Chapter Fourteen: Individual Differences I: Gender and Negotiation
CHAPTER FOURTEEN
Individual Differences I:
Gender and Negotiation
Introduction
• Distinguishing between the terms sex and
gender
• Reviewing the theoretical perspectives on
why one might expect differences
• Examining empirical research evidence
about the underlying psychology of gender
in negotiation
Research on Gender
Differences in Negotiation
There may be no simple answer to the question
of how gender influences negotiation, but
recent studies are shedding light on differences
that do exist and on why it can be hard to find
them in broad-brush comparisons of male and
female negotiators.