Please use this identifier to cite or link to this item: https://hdl.handle.net/10356/148683
Title: Are men better negotiators everywhere? A meta-analysis of how gender differences in negotiation performance vary across cultures
Authors: Shan, Wen
Keller, Joshua
Joseph, Damien
Keywords: Business::General
Issue Date: 2019
Source: Shan, W., Keller, J. & Joseph, D. (2019). Are men better negotiators everywhere? A meta-analysis of how gender differences in negotiation performance vary across cultures. Journal of Organizational Behavior, 40(6), 651-675. https://dx.doi.org/10.1002/job.2357
Project: 2014‐Tier1‐ 002‐151
Journal: Journal of Organizational Behavior
Abstract: Prior research has found that each culture and gender influences negotiation strategies and outcomes, but less is known about their interplay. We integrate these two research streams by providing a meta-analytic review of the interactive impact of gender and culture on negotiation performance. We reviewed 185 studies that reported gender differences in intracultural negotiation performance across 30 societies that varied across seven cultural dimensions. Results showed that Hofstede's individualism–collectivism, GLOBE's in-group collectivism and assertiveness practices, and Schwartz's harmony moderated the gender effect on negotiation performance. We found that in cultures lower in individualism, higher in in-group collectivism practices, lower in assertiveness practices, and higher in harmony, women more likely outperformed men in negotiations. Implications for the role of gender and culture in negotiations and organizations more broadly are discussed.
URI: https://hdl.handle.net/10356/148683
ISSN: 0894-3796
DOI: 10.1002/job.2357
Rights: © 2019 John Wiley & Sons, Ltd. All rights reserved.
Fulltext Permission: none
Fulltext Availability: No Fulltext
Appears in Collections:NBS Journal Articles

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