This meta-analysis investigates gender differences in economic negotiation outcomes. As
suggested by role congruity theory, we assume that the behaviors that increase economic …

A person's gender is not a reliable predictor of their negotiation behavior or outcomes,
because the degree and character of gender dynamics in negotiation vary across situations …

Praise for The Handbook of Conflict Resolution" This handbook is a classic. It helps connect
the research of academia to the practical realities of peacemaking and peacebuilding like no …

How do people respond to status challenges? We suggest that responses depend on the
relative status and genders of challenger and target. These variables affect appraisals about …

Prior research has found that each culture and gender influences negotiation strategies and
outcomes, but less is known about their interplay. We integrate these two research streams …

We examine the previously unstudied effects of silent pauses in bilateral negotiations. Two
theoretical perspectives are tested—(a) an internal reflection perspective, whereby silence …

As a fundamental form of human interaction, negotiation is essential to the management of
relationships, the coordination of paid and household labor, the distribution of resources …

When should negotiators care relatively more about their relationships with their
counterparts than about the deal terms? We introduce a new dimension to characterize …

Purpose Based on the social role theory, role congruity theory and gender role conflict
theory, this paper aims to investigate the mediating role of “relationship conflict” in the …

This study experimentally examined how power and gender affect negotiation behaviors
and how those behaviors affect negotiated outcomes. One hundred and forty‐six dyads, in …