Hannah C. Riley
Harvard University – Harvard Kennedy School (HKS)
Carnegie Mellon University – H. John Heinz III School of Public Policy and Management
IACM 15th Annual Conference; and KSG Working Paper No. RWP02-037
We explore how situational factors moderate gender differences in negotiation. We conduct a baseline study with MBA students and 2 experiments with laboratory participants.
In Study 1, males (vs. females) report significantly higher performance targets and agreement payoffs within a structurally ambiguous negotiation.
Study 2 reveals a significant interaction between gender and structural ambiguity: gender differences (favoring males) in target prices, intended offers and agreement prices are significant under high ambiguity but diminish under low ambiguity.
Study 3 produces a significant interaction between gender and representation role (for self vs. other) on prenegotiation expectations: gender differences (favoring males) in target wages and intended offers are greater when negotiators represent themselves vs. others. We conclude with prescriptive implications of this research.