Gender Differences in Initiation of Negotiation: Does the Gender of the Negotiation Counterpart Matter?
Article first published online: 26 SEP 2012
© 2012 President and Fellows of Harvard College
Volume 28, Issue 4, pages 407–428, October 2012
How to Cite
Eriksson, K. H. and Sandberg, A. (2012), Gender Differences in Initiation of Negotiation: Does the Gender of the Negotiation Counterpart Matter?. Negotiation Journal, 28: 407–428. doi: 10.1111/j.1571-9979.2012.00349.x
- Issue published online: 26 SEP 2012
- Article first published online: 26 SEP 2012
- dyad composition;
- wages and compensation
In this study, we investigated if and how gender differences in the propensity to initiate a negotiation are affected by the gender of the counterpart in the negotiation. We enlisted 204 Swedish students to take part in an experiment in which they had to decide whether to initiate a negotiation for higher compensation. In line with previous research, we found that men were more likely than women to initiate a negotiation: 42 percent of the male and 28 percent of the female participants initiated a negotiation.
The gender difference, however, was only large and statistically significant when the negotiation counterpart was a woman. With a female negotiation counterpart, women were less likely than men to initiate a negotiation by 24 percentage points, while with a male negotiation counterpart, the gender difference was only 5 percentage points and not statistically significant. This result suggests that the gender of the negotiation counterpart should be taken into consideration when analyzing gender differences in initiation of negotiation.