Context matters: Why women are not worse negotiators than men

Moritz Burmester; Yannik Escher; Danna Oomen; Hannes Petrowsky

Context matters: Why women are not worse negotiators than men

Research output: Journal contributions › Journal articles › Research › peer-review

Standard

Context matters: Why women are not worse negotiators than men. / Burmester, Moritz; Escher, Yannik ; Oomen, Danna et al.
In: The In-Mind, Vol. 3/2024, No. 49, 2024.

Research output: Journal contributions › Journal articles › Research › peer-review

Bibtex

@article{49ac81e8b04347009f8336f5cbe5dac9,

title = "Context matters: Why women are not worse negotiators than men",

abstract = "Mastering the art of negotiation is key to being successful in everyday life and in a highly competitive and dynamic professional world. One widespread belief among laypeople is that women are inferior negotiators compared to men. Such gender stereotypes can hold women back from achieving their goals, and ultimately lead to lower income levels and poorer career prospects. But is this stereotype true? Psychological research shows that the influence of gender on negotiation outcomes depends on societal role expectations and negotiation context. Multiple strategies can help to overcome the negative effects of gender stereotyping in negotiations. ",

keywords = "Psychology",

author = "Moritz Burmester and Yannik Escher and Danna Oomen and Hannes Petrowsky",

year = "2024",

language = "English",

volume = "3/2024",

journal = "The In-Mind",

issn = "1877-5349",

publisher = "In-Mind Foundation",

number = "49",

}

RIS

TY - JOUR

T1 - Context matters: Why women are not worse negotiators than men

AU - Burmester, Moritz

AU - Escher, Yannik

AU - Oomen, Danna

AU - Petrowsky, Hannes

PY - 2024

Y1 - 2024

N2 - Mastering the art of negotiation is key to being successful in everyday life and in a highly competitive and dynamic professional world. One widespread belief among laypeople is that women are inferior negotiators compared to men. Such gender stereotypes can hold women back from achieving their goals, and ultimately lead to lower income levels and poorer career prospects. But is this stereotype true? Psychological research shows that the influence of gender on negotiation outcomes depends on societal role expectations and negotiation context. Multiple strategies can help to overcome the negative effects of gender stereotyping in negotiations.

AB - Mastering the art of negotiation is key to being successful in everyday life and in a highly competitive and dynamic professional world. One widespread belief among laypeople is that women are inferior negotiators compared to men. Such gender stereotypes can hold women back from achieving their goals, and ultimately lead to lower income levels and poorer career prospects. But is this stereotype true? Psychological research shows that the influence of gender on negotiation outcomes depends on societal role expectations and negotiation context. Multiple strategies can help to overcome the negative effects of gender stereotyping in negotiations.

KW - Psychology

UR - https://www.in-mind.org/article/context-matters-why-women-are-not-worse-negotiators-than-men

M3 - Journal articles

VL - 3/2024

JO - The In-Mind

JF - The In-Mind

SN - 1877-5349

IS - 49

ER -

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