Case #2240.2

When Gender Matters in Organizational Negotiations

Publication Date: March 18, 2022
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Learning Objective:
The overarching learning objective is to help students recognize the situational circumstances that moderate gender effects in negotiation. Core lessons include: (a) A person’s gender is not a reliable predictor of their negotiation behavior or outcomes, (b) Gender effects in negotiation are most reliably predicted by situational factors, and (c) Two general categories of situational factors that tend to predict gender effects in negotiation are (i) the salience and relevance of gender in context (e.g., social-cultural context, intersecting identities) and (ii) ambiguity what is negotiable, how to negotiate, and who are the parties. The lesson concludes with prescriptive suggestions for individuals and organizations to mitigate unwanted effects of gender in negotiation. 

Other Details

Teaching Plan:
Available with Educator Access
Case Authors:
Hannah Riley Bowles and Zoe Williams
Faculty Lead:
Hannah Riley Bowles
United States