Riley, Hannah and Kathleen L. McGinn. "When Does Gender Matter in Negotiation?" KSG Faculty Research Working Papers Series RWP02-036, September 2002.

Abstract

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.