Are Tough Negotiators “Real” Men? Novel theory and empirical research on masculinity processes in negotiations with Jens Mazei of TU Dortmund University


Monday, October 3, 2022, 3:00pm to 4:15pm


Hosted Online

Register here to receive the Zoom link. 

Gender differences in negotiation give practitioners, policy-makers, and researchers reason for concern, as they cause and cement gender inequities present in many societies and their organizations. In this talk, Jens Mazei will share insights on the role played by “masculinity” processes for the emergence of gender differences in negotiations, while giving special emphasis to intersecting identities that shape these processes. He will present a model to explain the experience, behavior, and outcomes of some men in male-typed negotiations (e.g., those that concern salary) as well as first empirical tests of this model. Jens Mazei will also present research on how people’s beliefs about processes underlying gender differences in negotiation, including those that concern men, may influence people’s willingness to support diversity initiatives in organizations. Altogether, the main goal of this talk is to explore how social constructions of “masculinity” and “negotiation” can result in gender inequities.

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.

- - - - -

Jens Mazei is an assistant professor in the Department of Psychology at TU Dortmund University (Germany). He received his Ph.D. in psychology from the University of Muenster (Germany), and he was a visiting scholar at DePaul University (Chicago, IL) and Stony Brook University (Stony Brook, NY). In his research, Jens Mazei focuses on the topics of gender differences in negotiation, motivation in teams, as well as Open Science Practices. His research was published in top-tier academic journals, including the Academy of Management Review, Psychological Bulletin, Sex Roles, and the Journal of Applied Psychology.