When and Why Should We Care About Gender/Sex in Negotiation?

This chapter explores situations in which gender/sex affect career-related negotiations, such as compensation, role advancement, or work–family conflict. The authors discuss how to avoid and mitigate potential gender/sex biases in negotiation as individuals and in organizations. They provide a brief overview of research on when gender/sex matters in negotiation—reviewing literature that paints a more nuanced picture than gender/sex stereotypes suggest about men and women as negotiators. The authors offer a framework for negotiation preparation, “Be SURE,” that can help readers prepare for three important types of career negotiations. Applying the Be SURE Framework, the authors suggest strategies for addressing gender/sex biases as one prepares to negotiate, engage in talks, and formulate outcomes (i.e., reach agreement or walk away). The chapter is relevant to all readers interested in mitigating biases in negotiation or who are preparing to negotiate the advancement of work, education, life, and leadership aspirations.