HKS Authors

See citation below for complete author information.

Co-Director, Center for Public Leadership
Co-Director, Women and Public Policy Program
Roy E. Larsen Senior Lecturer in Public Policy and Management


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.


Bowles, Hannah Riley, and Kathleen L. McGinn. "Untapped Potential in the Study of Negotiation and Gender Inequality in Organizations." KSG Faculty Research Working Paper Series RWP07-062, December 2007.