The Effect of Experimenter Gender on Female Negotiators’ First Offer and Concession Size in a Three-Person Online Negotiation.

Gender differences in negotiation behaviours and outcomes have been widely studied, reflecting societal stereotypes. These stereotypes associate men with assertiveness and women with agreeableness. Such gendered socialization has led to distinct negotiation styles, often influenced by contextual factors like negotiation roles and subjects. Additionally, balancing negotiators’ gender influences behaviours; women tend to be more prosocial when negotiating with women. Research shows that experimenter gender can activate stereotypes in this same way, impacting negotiation behaviours. However, there is limited understanding of how experimenter gender affects female negotiation behaviour. This study examines the influence of experimenter gender and social motive on female participants' first offers and concession size. Employing a 2 x 2 design, female participants (N = 97) engaged in an online, chat-based negotiation, had a pro-social or individual motive, and a female or male...Show moreGender differences in negotiation behaviours and outcomes have been widely studied, reflecting societal stereotypes. These stereotypes associate men with assertiveness and women with agreeableness. Such gendered socialization has led to distinct negotiation styles, often influenced by contextual factors like negotiation roles and subjects. Additionally, balancing negotiators’ gender influences behaviours; women tend to be more prosocial when negotiating with women. Research shows that experimenter gender can activate stereotypes in this same way, impacting negotiation behaviours. However, there is limited understanding of how experimenter gender affects female negotiation behaviour. This study examines the influence of experimenter gender and social motive on female participants' first offers and concession size. Employing a 2 x 2 design, female participants (N = 97) engaged in an online, chat-based negotiation, had a pro-social or individual motive, and a female or male experimenter. While no significant effects emerged for the independent variables on first offer, social motive significantly influenced concession size on the first negotiation issue. A significant interaction effect of social motive and experimenter gender was found for the first negotiation issue as well. These findings suggest that experimenter gender alone does not affect female negotiation behaviour, but social motives and their interaction with experimenter gender does. Contextual and demographical factors need to be considered when researching the interplay between experimenter gender and female negotiation behaviour. The results of this study can be used by professionals, as well as negotiation trainers and women in general to increase awareness and decrease the effect of gender stereotypes on female negotiation behaviour.Show less

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The Effect of Experimenter Gender on Female Negotiators’ First Offer and Concession Size in a Three-Person Online Negotiation.