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Much of the existing literature on gender differences in negotiations indicates that women are at a disadvantage, due to socially prescribed gender norms and backlash for those who do not conform. However, this gender difference is not universal. In taking an intersectional approach to examine the role of both culture (in terms of shared values and norms among a group of people) and race (in terms of status hierarchies and intersectionality), a broader picture emerges: negotiation behaviors are shaped by what is valued in the cultural context and who is allowed to embody those values.
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Dr. Negin Toosi is an experimental social psychologist. Her research deals primarily with social identities such as race, gender, culture, and religion, and how they intersect. She got her Bachelors from Stanford, her Masters and Ph.D. from Tufts, and she did her postdoc at Columbia Business School followed by a visiting position at Technion. She is now an Assistant Professor of Psychology at California State University, East Bay and is currently researching the question of how knowledge affects a person's motivation to stand against prejudice.