Gender Differences in Virtual Negotiation: Theory and Research

Gender Differences in Virtual Negotiation: Theory and Research Social roles create conflicting behavioral expectations for female negotiators; however, virtual negotiations reduce social pressures. This paper reviews theoretical explanations on why men and women might differ in negotiations that occur through email, telephone, or video. Forty-three negotiation studies comparing face-to-face and virtual negotiations were examined for gender differences. All studies were reported in English but not limited to US participants. While many reports omitted gender information, meta-analytic findings supported the prediction that women would be more hostile in virtual compared to face-to-face negotiations, as well as finding no hostility difference for men between virtual and face-to-face negotiations. While negotiators overall were more successful face-to-face than virtually, results separated by gender did not find this effect. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Sex Roles Springer Journals

Gender Differences in Virtual Negotiation: Theory and Research

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Publisher
Springer US
Copyright
Copyright © 2007 by Springer Science+Business Media, LLC
Subject
Psychology; Gender Studies; Sociology, general; Medicine/Public Health, general
ISSN
0360-0025
eISSN
1573-2762
D.O.I.
10.1007/s11199-007-9252-y
Publisher site
See Article on Publisher Site

Abstract

Social roles create conflicting behavioral expectations for female negotiators; however, virtual negotiations reduce social pressures. This paper reviews theoretical explanations on why men and women might differ in negotiations that occur through email, telephone, or video. Forty-three negotiation studies comparing face-to-face and virtual negotiations were examined for gender differences. All studies were reported in English but not limited to US participants. While many reports omitted gender information, meta-analytic findings supported the prediction that women would be more hostile in virtual compared to face-to-face negotiations, as well as finding no hostility difference for men between virtual and face-to-face negotiations. While negotiators overall were more successful face-to-face than virtually, results separated by gender did not find this effect.

Journal

Sex RolesSpringer Journals

Published: Jul 3, 2007

References

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