Sugar ‘n’ Spice and All Things Nice: Gender and Strategy Choices in Negotiation

Mara Olekalns, Melbourne Business School
Carol Kulik, University of South Australia

Abstract

In this chapter we examine how social stereotypes affect the perception of women who strive to improve their economic outcomes through negotiation. We discuss how gender affects negotiation process and outcomes by: (a) describing how men and women differ in their approach to negotiation (b) highlighting the social consequences for women who adopt a more competitive negotiation style; and (c) articulating the process by which counter-normative behaviour influences negotiation outcomes. Throughout this chapter, we describe the strategies that enable women to preserve ongoing organisational relationships and simultaneously improve their economic outcomes.