In this ground-breaking Research Handbook, leading international
researchers analyse how negotiators' gender shapes their behaviour
and outcomes at the bargaining table, in both work and non-work
contexts. World-class experts from the field of negotiation present
cutting-edge research on gender and negotiation, highlighting
controversies and generating new questions for consideration. The
Research Handbook offers helpful insights to negotiators and forges
a path for future research. The first section highlights how gender
shapes negotiation within close relationships and identifies
informal social rules for how women and men are expected to
negotiate, exploring the socialization patterns and historical
contexts that produced these norms and the implications for women
at the bargaining table. Chapters discuss how underlying
negotiation processes such as trust, emotion, communication and
non-verbal behaviour are shaped by gender, as well as considering a
number of pragmatic solutions to the obstacles women face as
self-advocates. Offering insights for both practitioners and
researchers, this Research Handbook will be invaluable to teachers
and, also, female professionals who want to understand how to get
better outcomes from negotiation. It will also be required reading
for HR professionals who wish to understand how and why
organizational policies regarding negotiation can level the playing
field. Contributors include: E.T. Amanatullah, J.B. Bear, L. Berg,
J.E. Bochantin, H.R. Bowles, T.H. Burns, A. Dickson, A.L. Elias,
K.R. Gallagher, B.A. Gazdag, M.P. Haselhuhn, H. Jazaieri, J.A.
Kennedy, S. Kesebir, D. Kolb, L.J. Kray, C.T. Kulik, S.Y. Lee, M.
Liu, B.A. Livingston, S. Mor, M. Olekalns, J. Overbeck, M.
Pillutla, T.L. Pittinsky, J. Qiu, L. Ramic-Mesihovic, I.Y. Ren,
S.W. Ryu, A. Sabanovic, Z. Semnani-Azad, W. Shan, R. Sinha, A.F.
Stuhlmacher, N.R. Toosi, C. Trombini, J. Wareham, L. Zervos
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