Seminar: Gender roles and (dis)advantages in negotiations

Gender differences in negotiations give practitioners, policy-makers, and researchers reason for concern, as they cause and cement gender inequities present in many societies and their organizations. In this talk, I will share insights on manifold implications of societal gender roles for people in negotiations. On the one hand, I will present research on the systemic disadvantages that can make it difficult for women to negotiate successfully, as well as interventions to mitigate such disadvantages. On the other hand, I will present research on the role played by “masculinity” processes for the emergence of gender differences in negotiations. Altogether, the main goal of this talk is to explore how social constructions of “gender” and “negotiation” can result in gender inequities.