Anger and Anxiety in Masculine Stereotypic and Male Dominated (MSMD) Negotiating Contexts

Citation:

Trombini, Chiara, Logan A. Berg, and Hannah Riley Bowles. “Anger and Anxiety in Masculine Stereotypic and Male Dominated (MSMD) Negotiating Contexts ”. In Press. Print. Copy at http://www.tinyurl.com/y3mfgx67

Abstract:

In this chapter, we explore ways in which affective experience and expression might moderate effects of gender on negotiation, particularly in masculine-stereotypic and male- dominated (MSMD) contexts. We argue that, in MSMD contexts (as compared to more gender- equitable situations), men are likely to have a more chronic experience of power than women and that such gender differences in actual, perceived, and felt power are likely to reinforce gender stereotypes favoring men in negotiation. We articulate a set of propositions about the potential effects of anger and anxiety—two power-linked affective states—on gender in negotiations in MSMD contexts. We consider implications for negotiators’ social and economic outcomes. In conclusion, we suggest practical considerations for managers in MSMD work environments.