Negotiation Research You Can Use: When Women Negotiate More Ethically Than Men

Gender differences in moral identity may affect how we bargain.

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Article Excerpt

Men and women approach negotiation differently, on average, research suggests. Women initiate negotiations on their own behalf less frequently than men, for example, though they are just as likely as men to advocate for others. In addition, women—and not men—tend to face a backlash for bargaining on their own behalf, an outcome that may explain

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