Prior research suggests that female negotiators often obtain worse outcomes than male negotiators. The current research examines whether this pattern extends to the large subset of men and women who identify as gays and lesbians. In particular, we interweave scholarship on gender stereotypes with work on intersectionality and MOSAIC theory to develop a theoretical model that anticipates how male and female negotiators will be treated at the bargaining table based on whether they are perceived to be heterosexual or homosexual. This model predicts that homosexual women, like heterosexual men, will receive more beneficial negotiation offers and outcomes than heterosexual women and homosexual men. Additionally, it suggests that this will happen because people hold markedly different behavioral expectations for male and female heterosexual and homosexual negotiators. The results of five experimental and audit studies involving diverse samples of participants including Masters Students in the U.S. and India, individuals selling items on Craigslist, and street vendors in India provide robust support. Collectively, these findings highlight the importance of considering gender and sexual orientation in tandem when studying negotiation.... Read more about The Interplay of Gender and Perceived Sexual Orientation at the Bargaining Table: A Social Dominance and Intersectionalist Perspective with Sreedhari Desai of UNC Kenan-Flagler
In this seminar, Hannah Riley Bowles will introduce the series and present a review of research on how situational factors influence the potential for gender and other intersecting identities to influence negotiation behavior and outcomes. This talk will focus particularly on organizational life and the boundaries of work and family and conclude with advice for individuals and organizations on how to reduce the disadvantageous effects of gender on negotiated outcomes.
This seminar is organized by the Harvard Kennedy School’s Women and Public Policy Program (WAPPP) and co-sponsored by the Program on Negotiation (PON) at Harvard Law School, which is an inter-university consortium among Harvard, MIT and Tufts, dedicated to connecting rigorous research and scholarship with deep understanding of practice.
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Dr. Robert Livingston is social psychologist and leading...
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