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GENDER DIFFERENCES IN NEGOTIATION OUTCOME: A META‐ANALYSIS
Author(s) -
STUHLMACHER ALICE F.,
WALTERS AMY E.
Publication year - 1999
Publication title -
personnel psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 6.076
H-Index - 142
eISSN - 1744-6570
pISSN - 0031-5826
DOI - 10.1111/j.1744-6570.1999.tb00175.x
Subject(s) - psychology , negotiation , social psychology , earnings , meta analysis , exploratory research , perception , developmental psychology , medicine , accounting , neuroscience , sociology , political science , anthropology , law , business
Studies reporting the objective settlements obtained by men and women in negotiations were reviewed. Differences in outcomes were expected due to differences in perceptions, behaviors, and contextual factors between men and women. In the sample of studies, men negotiated significantly better outcomes than women. Opponent sex, relative power of the negotiator, integrative potential of the task, mode of communication and year of the study were tested as moderators of the effect. Although the overall difference in outcomes between men and women was small, none of these hypothesized moderators or several exploratory moderators reversed or eliminated this effect. The organizational significance of the findings is discussed in terms of the glass ceiling, a gender‐based earnings differential and women in negotiation positions. Directions for future research in the laboratory and the field are suggested.