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Hannah Riley Bowles

In: The SAGE Handbook of Gender and Psychology

Chapter 28: Psychological Perspectives on Gender inNegotiation

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Psychological Perspectives on Gender inNegotiation
Psychological Perspectives on Gender in Negotiation
Hannah Riley Bowles
Introduction

As a fundamental form of human interaction, negotiation is essential to the management ofrelationships, the coordination of paid and household labor, the distribution of resources, and thecreation of economic value. Understanding the effects of gender on negotiation gives us importantinsights into how micro-level interactions contribute to larger social phenomena, such as gendergaps in pay and authority. Recent research on gender in negotiation has shown us how genderstereotypes constrain women from negotiating access to resources and opportunities through loweredperformance expectations and gendered behavioral constraints. However, this widening research streamis also beginning to provide hints as to how individuals and organizations can overcome theselimitations to women’s negotiation potential.

In this chapter I provide a brief ...

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