Publications
Publications
- 2008
- HBS Working Paper Series
Beyond Gender and Negotiation to Gendered Negotiations
By: Deborah M. Kolb and Kathleen L. McGinn
Abstract
Where do we start if we are interested in understanding how gender plays out in negotiations that take place within organizations? Do we start with women and men and explore their individual differences in thought, motivation, style, appetite for risk, and propensity to ask? This approach, primarily carried out in the laboratory, has dominated the recent study of gender in negotiations. Or do we start with belief systems and cultural patterns within organizations and explore ways in which these are gendered and result in gendered negotiations? This is the approach taken throughout this special issue.
Keywords
Citation
Kolb, Deborah M., and Kathleen L. McGinn. "Beyond Gender and Negotiation to Gendered Negotiations." Harvard Business School Working Paper, No. 09-064, October 2008.