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Faculty & Research


Research Handbook on Gender and Negotiation

Book Chapter
In this chapter, the authors explore ways in which affective experience and expression might moderate effects of gender on negotiation, particularly in masculine-stereotypic and male-dominated (MSMD) contexts. The authors argue that, in MSMD contexts (as compared to more gender-equitable situations), men are likely to have a more chronic experience of power than women and that such gender differences in actual, perceived and felt power are likely to reinforce gender stereotypes favoring men in negotiation. The authors articulate a set of propositions about the potential effects of anger and anxiety - two power-linked affective states – on gender in negotiations in MSMD contexts. The authors consider implications for negotiators’ social and economic outcomes. In conclusion, we suggest practical considerations for managers in MSMD work environments.