How are gender stereotypes having an impact at the bargaining table and on women’s career evolution?


In this paper, the researchers present evidence that documents a double bind women are facing both in a general work context and in a negotiation context more specifically. They review studies showing evidence for a social backlash against women (judging them less likeable), an economic backlash against women (being less likely to grant their resource requests), and studies showing the former leading to the latter. However, they also review research showing that the social and financial backlash experienced by women may be contextually dependent. That is, in some situations, women’s assertiveness (such as asking for resources) is met without any social or financial backlash. With this knowledge researchers then offer prescriptions to enhance women’s effectiveness at the bargaining table and conclude with some suggestions as to how to incorporate some of this research into negotiation courses in order to make students, both male and female, more aware of their own inclination to backlash and how to rectify such inequities from both sides of the bargaining table. 


Women at the bargaining Table: pitfalls and prospects

Catherine H. Tinsley, Georgetown University - Sandra I. Cheldelin, George Mason University - Andrea Kupfer Schneider, Marquette University Law School - Emily T. Amanatullah, University of Texas at Austin, April 2009