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  • Academy of Management Annals

Untapped Potential in the Study of Negotiation and Gender Inequality in Organizations

By: Hannah Riley Bowles and Kathleen L. McGinn
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Abstract

Negotiation is a process that creates, reinforces, and reduces gender inequality in organizations, yet the study of gender in negotiation has little connection to the study of gender in organizations. We review the literature on gender in job negotiations from psychology and organizational behavior, and propose ways in which this literature could speak more directly to gender inequality in organizations by incorporating insights from research on gender in intra-household and collective bargaining. Taken together, these literatures illuminate how negotiations at the individual, household, and collective levels may contribute to the construction and deconstruction of gender inequality in organizations.

Keywords

Gender; Body of Literature; Negotiation Process; Organizational Culture; Research; Behavior; Equality and Inequality

Citation

Bowles, Hannah Riley, and Kathleen L. McGinn. "Untapped Potential in the Study of Negotiation and Gender Inequality in Organizations." Academy of Management Annals 2 (2008): 99–132.
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About The Author

Kathleen L. McGinn

Negotiation, Organizations & Markets
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More from the Authors
  • Not Everyone’s Cup of Coffee: Organizing the Café Industry By: Jillian J. Jordan, Anoushka Kiyawat and Kathleen McGinn
  • Teaching Note for Río Curicó: A Six-Party Negotiation Exercise By: Julian Zlatev, Kathleen McGinn and Rachel Drapper
  • Teaching Note for Endesa Chile: Raising the Ralco Dam By: Julian Zlatev, Kathleen L. McGinn, Katherine Chen and Rachel Drapper
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