Please use this identifier to cite or link to this item: https://hdl.handle.net/10356/148683
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dc.contributor.authorShan, Wenen_US
dc.contributor.authorKeller, Joshuaen_US
dc.contributor.authorJoseph, Damienen_US
dc.date.accessioned2021-05-04T08:39:09Z-
dc.date.available2021-05-04T08:39:09Z-
dc.date.issued2019-
dc.identifier.citationShan, 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.2357en_US
dc.identifier.issn0894-3796en_US
dc.identifier.other0000-0002-7377-8943-
dc.identifier.urihttps://hdl.handle.net/10356/148683-
dc.description.abstractPrior 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.en_US
dc.description.sponsorshipNanyang Technological Universityen_US
dc.language.isoenen_US
dc.relation2014‐Tier1‐ 002‐151en_US
dc.relation.ispartofJournal of Organizational Behavioren_US
dc.rights© 2019 John Wiley & Sons, Ltd. All rights reserved.en_US
dc.subjectBusiness::Generalen_US
dc.titleAre men better negotiators everywhere? A meta-analysis of how gender differences in negotiation performance vary across culturesen_US
dc.typeJournal Articleen
dc.contributor.schoolCollege of Business (Nanyang Business School)en_US
dc.identifier.doi10.1002/job.2357-
dc.identifier.scopus2-s2.0-85063881994-
dc.identifier.issue6en_US
dc.identifier.volume40en_US
dc.identifier.spage651en_US
dc.identifier.epage675en_US
dc.subject.keywordsCultureen_US
dc.subject.keywordsGenderen_US
dc.description.acknowledgementNanyang Technological University Tier 1 Grant, Grant/Award Number: 2014‐Tier1‐ 002‐151en_US
item.grantfulltextnone-
item.fulltextNo Fulltext-
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