HKS Faculty Research Working Paper Series
HKS Working Paper No. RWP02-036
We propose that two situational dimensions moderate gender effects in negotiation. Structural ambiguity refers to potential variation in a party’s perception of the bargaining range and appropriate standards for agreement. Gender triggers are situational factors that make gender salient and relevant to behavior or expectations. Based on a review of field and experimental data and social psychological theory on individual difference, we explain how structural ambiguity and gender triggers make negotiations ripe for gender effects.
Riley, Hannah and Kathleen L. McGinn. "When Does Gender Matter in Negotiation?" KSG Faculty Research Working Papers Series RWP02-036, September 2002.