Stacy Roberts (Utah) has published “Gendered Differences in Negotiation: Advancing an Understanding of Sources, Effects, and Awareness” in the Cardozo Journal of Conflict Resolution, available here. The abstract:

Conversations about gendered differences in negotiation have been around for decades. However, recent research about these gendered differences is expanding our understanding of gender stereotypes and role expectations in negotiation. This article reviews some of this research and discusses how awareness of gendered differences can be advantageous to both male and female negotiators. The article argues that gendered differences in negotiation are ubiquitous, often largely invisible especially to men, and not well understood. These gendered differences have roots in our biology and our acculturation. These differences produce implicit bias, gender stereotypes, and role expectations, which create differences in negotiation styles, strategies, and outcomes. The article concludes with tools that male and female negotiators can use to negotiate more effectively.