Skip to main content
Unpublished Paper
Sugar ‘n’ Spice and All Things Nice: Gender and Strategy Choices in Negotiation
(2009)
  • 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.
Keywords
  • negotiation,
  • gender stereotypes,
  • stereotype violations
Publication Date
2009
Citation Information
Mara Olekalns and Carol Kulik. "Sugar ‘n’ Spice and All Things Nice: Gender and Strategy Choices in Negotiation" (2009)
Available at: http://works.bepress.com/mara_olekalns/8/