Gender and persistence in negotiation: A dyadic perspective


Bowles, Hannah Riley, and Francis Flynn. “Gender and persistence in negotiation: A dyadic perspective”. Academy of Management Journal 53.4 (2010): , 53, 4, 769-787. Web.
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We studied interactive effects of gender in negotiation dyads, theorizing that the degree and manner of a negotiator's persistence are functions of the gender composition of the dyad. Our findings challenge sex-stereotypic perspectives, showing that women persist more with male naysayers than with female naysayers but do so in a stereotypically low-status (more indirect than direct) manner. Women's adaptation of their persistence to naysayer gender appeared functional because increased persistence with male naysayers helped close a gender gap in performance, and female negotiators with high performance adjusted their manner of persistence more than those with low performance.

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Last updated on 03/25/2015