Please use this identifier to cite or link to this item: https://hdl.handle.net/10419/287061 
Year of Publication: 
2021
Citation: 
[Journal:] Group Decision and Negotiation [ISSN:] 1572-9907 [Volume:] 31 [Issue:] 1 [Publisher:] Springer Netherlands [Place:] Dordrecht [Year:] 2021 [Pages:] 81-110
Publisher: 
Springer Netherlands, Dordrecht
Abstract: 
Gender differences in negotiation are typically explained by processes that concern women (e.g., women anticipate backlash for assertive behavior). Research has begun to suggest that processes that concern men (e.g., men want to be seen as "real" men) also help to explain gender differences. However, these 2 approaches typically remain disconnected. Thus, we examined both types of processes in 3 studies examining people's beliefs about the causes of gender differences in negotiation (total N = 931). Our studies showed that people endorsed to a similar, and sometimes even greater, extent processes that concern men as underlying gender differences in negotiation. Moreover, people's beliefs about the causes of gender differences in negotiation were related to perceptions of the effectiveness of different diversity initiatives (i.e., interventions to reduce inequities) and willingness to support them.
Subjects: 
Negotiation
Masculinity
Gender
Sex
Gender gap
Persistent Identifier of the first edition: 
Creative Commons License: 
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Document Type: 
Article
Document Version: 
Published Version

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