Research Handbook on Gender and Negotiation
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Research Handbook on Gender and Negotiation

Edited by Mara Olekalns and Jessica A. Kennedy

In this groundbreaking Research Handbook, leading international researchers analyse how negotiators’ gender shapes their behaviour and outcomes at the bargaining table, in both work and non-work contexts. World-class experts from the field of negotiation present cutting-edge research on gender and negotiation, highlighting controversies, and generating new questions for consideration. In so doing, this Research Handbook offers helpful insights to negotiators and forges a path for future research.
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Chapter 13: Gender, communication and negotiation

Meina Liu and Isabelle Yi Ren

Abstract

Research on gender and negotiation has proliferated in the past 30 years, shifting from the traditional basic sex difference research to studies of contextual situations that may qualify gender differences (e.g., advocacy context, group composition, communication channel), as well as works that consider the role of institutionalized practices that (re)produce gender differences and inequities in negotiation. However, the role of communication in explaining gender disparities in negotiation has received far less attention. This chapter reviews several streams of research to suggest how the study of communication (e.g., nonverbals, language, message production, framing, communication styles, frequencies and sequences of bargaining tactics) can contribute helpful insights in each theoretical paradigm, whether to help us explain gender’s effect, or to provide prescriptive advice for “doing gender.” Based on a synthesis of research from different disciplines, we aim to identify directions for future research that advance our understanding of gender and negotiation from a communication perspective, with practical applications to guide negotiation training.

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